UMASS/AMHERST 


SF 
487 
Sb5' 
1919 


Profit  from 

>WN  LOT 


i? 


by 

H.  Cecil  Sheppard 


LIBRARY 

OF  THE 


MASSACHUSETTS 

AGRICULTURAL 

COLLEGE 


so 


URCE_Co|  lpbe..---^MXld^... 


SF 
487 
i55 
1919 


CARD 


|tt:^:i^^i^i^ii^*ii^^i*^*i*i^j|i4^|iyj|^^ 


^4,223.00  Profit 

in  one  year  on 
a  town  lot 


i    .  .^^ 

H.  Cecil  Sheppard 


iiiiiiiiiiiiiiiiiiiiiiiKiTmniiiiinimiiiinimiiiiiiiiiiiiiiiiiiiiiii 

THIRD  EDITION 

iiiiiiiiiiiiiiiiiitiiiiiiiiiiiitiiiiiiiiMriiiiiiiiiiiiiiiiiMiiiiiiiiiiiiii 


Published  by  ^ 

H.  CECIL  SHEPPARD  ? 

Berea,  Ohio  I 

fS!lr7^ir>tlfmr7Ttlr7Ttli7rTlr7^iggi^TiTT^^ 


Copyright 

1919 

By 

H.  Cecil  Sheppard 


^--■K-^^,-7?rf 


PREFACE 

I  have  set  down  for  publication  in  this  book,  the  dis- 
astrous and  profitable  experiences  covering  the  six 
years  from  the  time  I  first  interested  myself  in 
chickens,  until  in  the  sixth  year  I  took  a  net  profit  of 
$4,223.00  from  my  small  poultry  plant  on  a  town  lot. 
That  year  my  books  showed  sales  of  $9,515.00,  with 
expenses  for  advertising,  feed  bills,  wages,  and  so  on, 
amounting  to  $5,292.00.  The  benefit  of  my  experience 
up  to  the  time  of  revising  the  third  edition,  has  also 
been  incorporated. 

I  would  have  gladly  paid  $100.00  during  the  first 
years  of  my  experience,  could  such  information  have 
come  to  me.  It  has  been  no  small  task  to  write  and 
revise  this  book,  but  I  feel  that  it  will  be  worth  while. 

Fraternally  yours. 


JUST  as  no  two  eggs  are  quite  alike  so  no  two  people 
can  succeed  in  quite  the  same  manner — but  the 
"other  fellow's"  experience  costs  less  and  saves  time 
(when  we  are  wise  enough  to  admit  it!)  so  why  not 
save  dollars  by  using  it?  In  your  selling,  look  for 
ideas  as  fresh  as  "just  laid"  eggs. 


CONTENTS 


CHAPTER  I— A  LITTLE  PERSONAL  HISTORY 13 

Back  to  the  country — The  Town  Lot — Giving  up  my  road  business — 90% 
perspiration. 

CHAPTER  II— THREE  "P'S"  IN  THE  POULTRY  FOB— Pleasure,  Pep,  Profit..    17 
The    pleasure    in    poultry — Getting    birds   with    pep — Making   a    profit — The 
backyard  laboratory — Deciding  on  the  best  breed — Starting  on  a  small  scale 
— Hens   or   horses? — Ending  the   second   year — $1910.00    at  end    of    fourth 
year— Making   the   $4,223.00. 

CHAPTER  III— INCUBATORS  AND  BROODERS 23 

Preliminary  testing  of  incubator — Looking  after  the  eggs — The  brooder 
and  its  care — Preparing  it  for  baby  chicks — Getting  ready  to  receive  day- 
old  chicks. 

CHAPTER  IV— BABY  CHICKS— SOME  DO'S  AND  DON'TS 29 

How  Mother  Nature  planned  them — Don't  over-feed — What  to  feed — 
Brooders  and  colony  houses — Making  baby  chicks  work — Chick  physiology 
— How  often  to  feed — Green  food — Sprouted  oats — Winter  quarters — 
Automatic  feeders — Piano  box  colony  house. 

CHAPTER  V— GETTING  THE  EGGS 38 

Importance  of  male  bird — When  superb  vitality  counts — Diagrammatic  com- 
parison— Specifications  of  an  ideal  male — Feeding  for  egg  production — 
Housing  for  egg  production — Some  egg  facts. 

CHAPTER  VI— POULTRY  HOUSES 45 

Building  for  egg  production — For  warmth — Specifications  for  economical 
houses — Water   tight,    well   ventilated,    well   lighted. 

CHAPTER  VII— MAKING    SHIPMENTS    49 

January  inquiries — Boxing  and  shipping  eggs — Shipping  baby  chicks — 
Shipping    stock. 

CHAPTER  VIII— FOUR  SALES   ESSENTIALS 53 

Make  them*  look — Make  them  like — Make  them  learn — Landing  them — 
How  to  do   it — A  dozen  and  one  sales   pointers. 

CHAPTER  IX— ADVERTISING  TO   SUCCESS 57 

Visiting  the  shows— Building  good  records — Jacob's  follow  up — Advertis- 
ing pays — An  unpleasant  experience — The'  first  orders — Increasing  my 
advertising — Getting  business  by  letter — What  about  stationery? — A  mat- 
ing list  or  catalog — Service  principle  in  advertising — Appeal  to  the 
beginner. 

CHAPTER  X— WHAT  TO  DO  EACH  MONTH  OF  THE  YEAR 65 

CHAPTER  XI OPPORTUNITY  IN  POULTRY 70 

The  chicken  industry — The  auspicious  time — Possibilities  in  poultry — 
Pepful  poultry  for  pale  people — Saving  on  the  cost  of  living — Begin 
now. 


CHAPTER    I 

A  Little  Personal  History 

SUPPOSE  it  would  be  a  good  plan  to  commence  at 
the  beginning!  So  I  am  going  to  tell  you  my 
actual  experience  in  the  poultry  business,  step  by 
step,  from  the  first  year  when  my  total  sales  were 
$160.00  to  the  gross  income  of  $9,515.00  the  sixth 
year — all  on  a  town  lot. 

Back  to  the  Country 


Cleveland  was  my  home  for  a  number  of  years.  While  there  my 
health  was  not  the  very  best.  It  looked  to  me  pretty  much  as  though 
it  were  a  choice  between  getting  farther  away  from  the  nerve-racking 
push  and  bustle  of  the  city,  and  spending  more  time  in  the  great  out  of 
doors,  or  of  prematurely  joining  the  ranks  of  the  countless  slumbering 
army.  Naturally,  I  resolved  to  go  "back  to  the  country"  and  soon  selected 
a  location. 

Mrs.  Sheppard  and  myself  looked  over  a  number  of  places  on  the 
southern  shore  of  Lake  Erie.  We  decided  to  settle  in  Berea  where 
conditions  were  ideal,  good  schools  and  colleges  to  educate  the  children, 
and  all  modern  conveniences.  It  is  located  on  three  trunk  lines  of  railroads 
and  a  corking  good  electric  line,  so  that  shipping  facilities  are  excellent. 

The  Town  Lot 


Well,  I  leased  property  for  a  couple  of  years,  but  at  the  end  of 
six  months  we  were  so  deeply  in  love  with  the  location  that  the  property 
became  a  Sheppard  possession.  We  moved  to  Berea  the  latter  part  of 
March,  1906.  It  was  a  revelation  to  me.  There  we  were,  living  on  a 
nice  town  lot,  the  air  pure  and  sweet,  and  as  Spring  pressed  on  and  as 
Nature  budded  forth  in  all  her  beauty,  the  grass  grew  green  and  the 
air  became  redolent  with  perfume  from  a  wilderness  of  fragrant  blos- 
soms. The  songbirds  returned  and  added  greatly  to  the  surroundings 
with  their  cheerful  and  sweet  songs.  As  the  weather  became  warm,  we 
(my  wife  and  children)  commenced  fixing  up  our  lawn  and  preparing  the 
soil  for  a  garden.  After  the  ground  was  nicely  cultivated,  we  com- 
menced to  set  out  trees,  berry  bushes,  grapevines,  sow  the  garden  seed, 
and  set  out  the  plants.     By  the  first  of  June  everything  seemed  to  fairly 


14  $4223.00  PROFIT  IN  ONE  YEAR 

jump  out  of  the  ground  to  meet  the  warm  rays  of  the  Summer  sun. 
Midsummer  found  us  enjoying  luxuries  of  our  bountiful  harvest  of  fresh 
vegetables  from  our  own  garden.  It  was  quite  a  contrast  to  what  a  city 
man  had  been  accustomed.  It  was  not  only  a  crop  of  good  vegetables, 
but  a  crop  of  gladness  and  joy  as  well.  Our  city  friends  envied  our 
good  fortune.  My  wife  could  prepare  an  excellent  meal  from  the 
garden,  with  a  few  nice  springers  added  to  the  bill  of  fare.  A  little 
later  our  flowers  blossomed  forth  in  all  the  colors  of  the  rainbow.  The 
next  season  we  enjoyed  a  generous  crop  of  red  raspberries  and  straw- 
berries. Two  years  later  our  plum  trees  began  to  bear.  The  next  year 
the  peach  trees  bloomed  out  in  their  superb  stjde  and  joined  the  plum 
trees  in  giving  us  a  nice  lot  of  delicious  fruit.  The  next  year  the 
cherry  trees  began  to  bear. 


Giving  Up  My  Road  Business 

The  five  years'  experience  directly  preceding  the  year  in  which  I 
made  a  net  income  of  $4,223.00  from  chickens  on  a  town  lot,  caused  me 
to  sever  my  connections  with  the  concern  for  whom  I  was  traveling, 
and  go  into  the  chicken  business  in  earnest  and  not  as  a  "side  line," 
which  it  had  been  up  to  that  time.  It  took  me  a  great  many  months  to 
make  up  my  mind  regarding  this  change,  because  I  have  many  warm 
friends  among  the  people  I  visit  and  it  almost  seemed  as  though — so 
firm  had  become  our  friendship — that  everywhere  I  set  my  foot  was 
"home,  sweet  home."  And  of  course  after  so  long  a  term — travelling 
the  same  territory  for  twenty  years  for  the  one  house — I  had  a  mighty 
good  business  and  enjoyed  a  fairly  satisfactory  salary,  as  salaries  were 
in  those  days,  and  I  had  the  friendship  and  confidence  of  several  of 
the  largest  merchants  in  my  line. 

When  I  resigned  my  position  on  the  road,  I  was  not  only  "passing 
up"  the  rewards  of  twenty  years'  hard  work  but  was  also  losing  the 
social  visits  to  all  my  old  acquaintances  on  the  road,  and  what  was 
worse  still,  was  the  severing  of  my  pleasant  business  relations  with  my 
company.  In  the  long  years  I  was  with  them  there  wasn't  anything  that 
ever  came  up  to  disturb  our  pleasant  relations.  They  were  very  good 
to  me  and  I  appreciated  it.  In  fact,  all  the  employees  were  treated  with 
consideration,  and  it  seemed  like  one  big,  happy  family.  It  surely  did 
seem  like  leaving  home  to  sever  my  ties  with  this  firm.  My  chickens 
were  demanding  more  of  my  time,  and  I  was  really  forced  to  give  up 
my   road   position   or    my   chickens.      I    chose  the    former    and    sent   my 


ON  A  TOWN  LOT 


15 


Members  of  American  Poultry  Association  visiting  Sheppard's  Farm.  Artist 
Sewell  of  R.  J.  P.  fame  took  the  party  unawares  with  his  camera  while  they  were 
having  refreshments  under   the   shade  of  the   big  oak. 


resignation  to  my  house,  to  take  effect  four  months  later.  When  I  laid 
aside  my  grip  I  wasn't  sure  that  I  could  resist  the  temptation  of  mak- 
ing a  trip.  At  first  it  seemed  very  unnatural,  but  as  time  pressed  on, 
I  became  so  taken  up  with  my  chickens  that  I  gradually  became  weaned 
from  my  former  work.  Of  course,  I  missed  my  old  friends  on  the 
road  who  were  so  generous  to  me.  If  perchajice  any  of  them  read 
this  book,  I  want  to  say  that  I  haven't  forgotten  them  and  shall  always 
have  pleasant  memories  of  them.  Across  the  broad  miles  I  extend  the 
glad  hand  for  a  hearty  shake. 

On  the  cover  of  this  book  I  use  a  figure  which,  to  some  of  you, 
may  seem  impossibly  large — $4,223.00  is  a  sum  of  money  not  to  be 
sneezed  at.  Fourteen  years  ago  this  would  have  seemed  like  a  tremen- 
dous sum  to  me.  But  in  1912  it  became  a  reality.  What  I  did,  thou- 
sands of  others  have  since  done — many  of  them  much  better  than  this. 
What  I  did,  you  can  do.  These  figures  are  not  too  big  for  you  to  reach. 
There  is  no  logical  reason  why — if  you  make  up  your  mind  you  will 
reach  them — you  can't  do  so.  You  are  a  man  or  woman  of  ordinary 
intelligence,  else  you  wouldn't  be  reading  this  book,  and  I  here  firmly 
state  that  any  one  person  with  average  intellect,  can  succeed  in  the 
chicken  business  if  the  ideas  set  down  in  the  following  chapters  of  this 
book  are  followed. 


16  $4223.00  PROFIT  IN  ONE  YEAR 


90  Per  Cent  Perspiration 

I  certainly  am  not  a  wizard.  I  believe  that  genius  is  90%  perspira- 
tion and  10%  inspiration.  There  is  nothing  magical  about  my  suc- 
cess or  method.  I  started  with  a  very  limited  knowledge  of  the  poultry 
business  and  a  still  more  limited  capital.  Common  sense  was  probably 
my  greatest  stock  in  trade. 

I  am  going  to  tell  you  as  simply  and  plainly  as  the  nose  on  a 
man's  face,  how  I  have  managed  my  chickens  and  of  course  you  can 
do  what  appears  practical  to  you,  I  don't  expect  you  to  agree  with  me 
on  every  detail,  but  on  the  principal  questions,  my  methods  are 
thoroughly  practical.  There  is  no  theory  in  this  book.  It  is  all  the 
result  of  practical  experience.  I  am  not  attempting  to  give  advice — but 
simply  stating  what  I  have  done  and  how  I  have  done  it. 


ON  A  TOWN  LOT 

CHAPTER    II 


17 


T 

X 

flr"^/*  *l?  i 

m 

THREE  "P'S"  IN  THE  POULTRY  POD 
Pleasure,  Pep,  Profit 
The  Pleasure  in  Poultry 


HERE  is  nothing  new  about  this  thought,  but  unless 
people  have  a  natural  liking  for  poultry  so  that  they 
can  get  real  pleasure  out  of  the  work — because  there 
is  a  lot  of  hard  work  about  it ! — they  had  better  not 
start  the  business  even  on  a  small  scale.  There  in- 
variably is,  of  course,  a  certain  pleasure  following 
the  accomplishment  of  profitable  work — but  this  kind 
of  pleasure  follows  after  the  profit  and  does  not  go 
right  along  with  the  work  required  to  earn  the  profit. 


Although  I  now  sometim"es  have  as  many  as  five  thousand  birds  at  one  time 
on  my  farm,  I  never  grow  tired  of  these  beautiful,  active  creatures — they 
have  a  fascination  for  me.  They  should  for  you, — and  I  believe  they 
will — if  you  are  to  secure  a  genuine  pleasure,  taking  your  loss  along  with 
the  profit,  getting  your  bumps — not  such  stiff  jolts  as  I  received,  I  trust 
— and  then  profiting  by  the  experience  which  I  set  down  in  this  book, 
as  well  as  your  own  experience. 

The  Backyard  Laboratory 

The  very  best  laboratory  is  one's  own  poultry  yard.  You  can  take 
the  same  methods  I  have  used  and  am  using  and  put  them  into  practical 
experience  in  your  own  "laboratory"  every  day  in  the  year,  and  by  avoiding 
many  of  the  pitfalls  and  eliminating  many  of  the  stumbling  blocks, 
your  pleasure  with  poultry  will  be  just  that  much  more  increased. 

Making  a  Profit — Getting  Birds  With  Pep 

In  order  to  make  profit  from  poultry  it  is  very  necessary  that  you 
secure  birds  with  abundant  vitality — plenty  of  pep  !  A  writer  on  poultry 
once  said  that  the  surest  way  to  secure  vitality,  vigor  and  constitution 
is  by  the  "survival  of  the  fittest" — in  other  words  a  process  of  elimina- 
tion by  means  of  the  ax !  Well,  to  a  certain  extent  I  found  that  true.  As 
I  went  more  into  the  commercial  end  of  the  poultry  business,  I  saw 
the    imperative   necessity   of   having   two   attributes   in   my   birds.     First, 


18 


$4223.00  PROFIT  IN  ONE  YEAR 


They 

should 

be 

eager 

to 

lay. 


vitality — or    pep — whatever    you    want    to    call    it.      Second,    the    habit   of 
systematic  laying. 

Deciding  on  the  Best  Breed 

You  can  secure  these  two  admirable  qftalities  either  by  a  very  care- 
ful selection  of  the  right  breed,  or  by  a  process  of  elimination  on  your 
own  plant.  Although  it  costs  more  to  begin  with,  to  purchase  the  right 
breed,  I  am  convinced  that  considerable  time  is  saved.  You  secure  a 
flying  start  at  once. 

You  may  decide  to  start  with  several  breeds,  as  I  did.  I  kept  four 
the  first  ytar,  and  at  the  end  of  the  first  year  I  found  I  had  three 
breeds  too  many,  and  decided  to  keep  just  one.  It  did  not  take  me  long 
to  decide  on  the  breed  to  keep.  The  first  year  I  found  it  very  profitable 
to  be  getting  a  good  yield  of  eggs  during  the  cold  winter  months,  when 
eggs  were  high  and  when  my  neighbors  were  not  getting  any.  In 
cutting  down  the  number  of  breeds  I  kept  the  breed  that  produced  eggs 
abundantly  during  the  winter  months.  This  is  one  of  the  secrets  of  the 
business— to  get  a  breed  that  will  produce  eggs  practically  all  the  year 
round,  and  especially  when  the  price  of  eggs  is  high.  You  will  find 
there  is  a  tremendous  demand  for  chickens  of  this  kind,  and  if  you  have 
them  your  neighbor  wants  them  and  is  willing  to  pay  you  a  good  price 
for  a  setting  of  eggs  or  for  a  pen  of  birds. 


ON  A   TOWN  LOT  19 

Starting  on  a  Small  Scale 

I  have  told  you  the  importance  of  selecting  the  proper  breed.  Now 
you  ask  whether  one  ought  to  start  on  a  small  or  on  a  large  scale.  The 
commercial  agencies  will  tell  you  that  90  per  cent  of  the  business  houses 
fail  some  time  during  their  lifetime.  Probably  the  principal  reason  for 
this  is  because  they  start  on  too  large  a  scale.  It  is  like  a  boy  learning 
to  swim.  If  he  jumps  in  deep  water  he  drowns,  but  if  he  stays  in  shallow 
water  until  he  learns,  he  then  can  go  into  deep  water  with   safety. 

On  the  other  hand,  I  started  my  chickens  on  a  small  scale,  and  from 
the  very  beginning  they  were  paying  for  their  keep  and  a  little  more. 
I  found  it  better  to  have  the  chickens  working  for  me  than  for  me 
to  be  working  for  them.  I  would  suggest  that  you  start  in  a  small  way 
and  buy  good  stock  to  start  with.  You  will  find  that  it  pays.  There  is 
alwa3^s  a  demand  for  good  stock,  while  the  demand  for  poor  stock  is 
limited.  It  is  a  common  error  to  invest  in  expensive  chicken  houses  and 
buy  cheap  stock.  Whatever  breed  you  buy,  go  to  some  reputable 
breeder  and  secure  good  stock.  Remember  that  it  is  quality  of  stock  that 
pays  the  large  dividends,  and  not  the  expensive  poultry  houses.  You  can 
raise  good  birds  from  good  stock  in  a  cheap  building,  but  you  cannot 
raise  good  birds  from  poor  stock,  no  matter  how  good  your  buildings. 
If  you  have  twenty-five,  fifty  or  one  hundred  dollars  to  invest,  buy  a 
pen  of  five  birds  in  place  of  a  dozen. 

I  made  the  usual  mistake  beginners  make  by  buying  ordinary  stock 
to  start  with.  I  went  to  a  certain  breeder  and  bought  from  his  utility 
flock,  and  from  other  breeders  the  same  quality.  At  the  end  of  the 
first  year  I  found  I  had  made  a  serious  mistake,  as  I  had  lost  a  year's 
time  and  had  nothing  but  utility  birds — something  that  intelligent  chicken 
people  don't  want.  It  taught  me  a  lesson,  however,  and  I  resolved  to 
get  the  very  best  birds  money  could  buy.  At  the  end  of  the  first  year  I 
had  discarded  my  other  breeds  and  had  secured  the  best  stock  that  money 
could  buy  of  my  favorite  breed.  At  the  end  of  the  second  year  I  had 
a  flock  of  strictly  high-grade  birds,  and  found  I  was  on  the  right  road 
to  success. 

While  this  book  is  written  mainly  for  the  information  and  inspiration 
of  the  family  with  but  limited  space  for  their  poultry  plant,  it  has  a 
direct  application  to  the  flock  kept  by  the  farmer's  wife,  and  the  far- 
mer's children  as  well. 


20  $4223.00  PROFIT  IN  ONE  YEAR 

Hens  or  Horses? 

Mrs.  George  L.  Russell,  of  Chilhowee,  Missouri,  said  something  of 
intense  interest  in  the  "Fruit-Grower"  a  couple  years  ago.  She  compared 
hens  with  horses  and  started  out  by  asking  a  few  questions. 

"What  if  the  whole  flock  should  be  stolen?  What  if  a  storm  comes 
and  kills  every  hen  on  the  place?  What  if  they  all  get  sick  and  die? 
You  will  admit  none  of  these  things  are  likely  to  take  off  the  whole 
flock.  But  granted  they  do,  why,  then,  we  have  not  lost  any  more  capital 
invested  than  we  have  when  one  mare  lies  down  and  dies.  And  should 
these  calamities  befall  a  flock  of  chickens,  with  a  comparatively  few  dol- 
lars one  can  start  over  and  in  one  spring  raise  enough  pullets  to  fill  the 
laying  house. 

"It  is  much  easier  to  raise  a  few  dollars  to  buy  a  flock  of  hens  to 
start  over  than  it  is  to  raise  enough  money  to  buy  one  good  brood  mare. 

"If  we  were  in  the  commercial  egg  farming  business,  this  would  be 
a  story  of  larger  profits,  but  as  we  are  only  farmers,  the  chickens  are 
considered  just  one  of  the  many  farm  crops,  the  same  as  hogs,  cattle, 
oats,  wheat  and  corn. 

"As  is  the  case  on  the  majority  of  the  farms,  the  farm  woman  cares 
for  the  chickens.  It  is  a  real  pleasure  to  me  to  do  this.  In  fact,  I 
cannot  find  the  time  to  spend  with  them  that  I  would  like  to,  as  there 
are  many  other  duties,  besides  being  a  mother,  to  attend  to  on  the  farm. 

"The  work  with  my  chickens  commenced  with  a  worn-out  hen  house, 
surrounded  by  a  dense  plum  thicket,  where  there  was  small  chance  of  the 
sunlight  ever  appearing.  You  have  all  seen  such  houses  with  a  row  of 
nests  and  a  path  in  front,  the  roosts  occupying  almost  the  whole  interior, 
leaving  no  place  for  the  hens  to   scratch  and  exercise. 

"Even  with  this  poor  equipment,  the  hens  paid  $112.00  the  first  year. 
This  astonishing  fact  was  hardly  believed  by  my  husband,  but  the  figures 
were  there  to  prove  it,  and  he  at  once  became  interested  in  the  chickens, 
building  them  a  new  house  that  fall." 

My  chickens  gave  me  pleasure  as  well  as  increased  my  bank  account. 
I  mated  up  my  first  pens  about  February  1.  My  chickens  had  been  lay- 
ing all  fall  and  winter,  so  the  eggs  were  in  splendid  condition  to  in- 
cubate early.  I  set  my  incubator  about  February  15  and  had  my  first 
chicks  hatched  from  eggs  from  my  own  breeding  pens,  early  in  March. 
I  commenced  shipping  hatching  eggs  the  latter  part  of  February.  At  the 
end  of  my  first  fiscal  year,  which  ended  August  1,  1907,  I  found  I  had 


ON  A  TOWN  LOT  .       21 

sold  hatching  eggs  to  the  amount  of  $71.00.  I  sold  a  few  cockerels  to 
the  meat  market  and  two  for  breeders.  Adding  these  amounts  to  what 
I  got  for  eggs  which  I  sold  to  the  market,  I  found  that  my  first  year's 
revenue  was  about  $160.00,  besides  having  a  fine  lot  of  little  chicks  and 
a  breeding  pen  from  the  previous  season.  I  had  thirty-one  hens  and 
was  surprised  to  learn  they  had  earned  a  little  over  $5.00  each. 

Ending  the  Second  Year 

At  the  end  of  the  second  year,  I  had  more  breeding  pens  than  ever, 
and  many  more  chicks.  I  found  that  my  sales  had  reached  a  grand  total 
of  $542.96.  I  naturally  began  to  think  the  chicken  business  was  all  right. 
Before  leaving  Cleveland  I  had  heard  of  several  men  who  had  failed.  I 
could  see  that  their  failure  was  due  to  mismanagement  or  by  wanting 
to  get  rich  too  quickly  and  starting  in  too  heavily.  I  could  see  that  it 
was  no  fault  of  the  chickens.  They  were  proving  that  if  they  were  given 
a  chance  they  would  pay  handsome  dividends  on  the  investment  and  for 
the  time  spent  with  them. 

I  started  my  third  year  with  more  encouragement,  and,  as  I  found 
the  poultry  journals  were  doing  me  a  splendid  service,  I  again  increased 
my  advertising.  I  had  raised  a  larger  flock  and  had  no  trouble  in  dis- 
posing of  it  again.  I  mated  more  breeding  pens  and  still  found  that  my 
supply  of  hatching  eggs  was  not  equal  to  the  increasing  demand.  At 
the  end  of  the  third  year  my  sales  figured  $890.51  for  the  year.  In  ad- 
dition to  this  I  had  on  hand  a  still  larger  flock  of  chicks  and  breeding 
pens. 

$1,910.10  at  End  of  Fourth  Year 

At  the  beginning  of  the  fourth  year  I  could  see  a  grand  future  dawn- 
ing for  this  remarkable  breed,  so  again  resolved  to  increase  my  capacity. 
At  the  end  of  the  fourth  year  I  found  my  sales  for  the  year  to  be 
$1,910.10.  The  demand  had  steadily  increased  the  fourth  year,  so  I  made 
still  greater  preparations  for  increased  business  for  the  fifth  year.  I  wasn't 
disappointed  in  my  expectations,  as  you  will  readily  see  when  I  tell  you 
that  the  sales  for  my  fifth  year  amounted  to  $4,094.00. 

My  business  kept  right  on  growing  and  at  the  end  of  the  sixth  year, 
I  found  that  I  had  more  than  doubled  the  fifth  year — my  book  showed  that 
the  sales  amounted  to  $9,515.00. 


22       ,  $4223.00  PROFIT  IN  ONE  YEAR 

Making  the  $4,223.00 

I  kept  about  ninety  females  for  my  breeding  pens,  and  about  ten 
males,  selling  off  my  culls  for  table  use.  I  farmed  out  a  lot  of  utility 
stock  to  farmers.  By  doing  this  I  was  enabled  to  supply  a  heavy  demand 
for  utility  eggs  that  came  from  birds  that  had  plenty  of  range  and  eggs 
strong  in  fertility  that  produced  vigorous  stock.  I  sold  many  eggs  from 
$2.50  to  $30.00  per  setting,  and  raised  about  five  hundred  youngsters.  I 
followed  the  ideas  described  in  this  book.  At  the  end  of  the  year  I 
found  I  had  sold  $9,515.00  worth  of  stock  and  eggs.  My  expenses,  in- 
cluding advertising,  feed  bills,  boy's  wages,  etc.,  amounted  to  $5,292.00, 
leaving  a  balance  of  $4,223.00. 

These  figures  do  not  include  the  eggs  and  springers  used  on  my  table. 
The  eggs  and  stock  sold  to  the  market  would  run  about  five  hundred  dol- 
lars. The  balance  of  $9,015.00  was  from  sales  of  hatching  eggs,  baby 
chicks   and   standard  bred   stock. 


ON  A  TOWN  LOT 


23 


CHAPTER    III 

t 

Incubators  and  Brooders 

OME  one  once  asked  me  this  question :  "Is  a  hen's 
birthda}^  when  the  ^gg  is  laid  or  when  it  is  hatched?" 
I  cannot  answer!  Nor  have  I  been  able  to  find  a 
solution  to  the  following  questions  : 

Whether  first  the  egg,  or  the  hen? 
Tell  me.  I  pray,  ye  learned  men. 
The  hen  was  first,  or  whence  the  egg? 
Give  us  no  more  of  your  doubts,  I  beg. 
The  egg  was  first,  or  whence  the  hen? 
Tell  me  how  it  came  or  when. 

But  I  do  know  that  'Tn  the  beginning  is  the  tgg.'" 

So,  with  your  permission,  I  will  here  discuss  my  experience  with  in- 
cubators and  brooders. 

As  soon  as  we  got  nicely  settled  in  our  Berea  home,  we  decided  that 
the  next  thing  was  some  chickens.  So,  off  went  my  order  for  an  incubator. 
Just  a  short  time  before  this,  I  had  visited  a  small  poultry  farm  and  was 
delighted  by  the  beauty  of  the  birds,  and  pleased  with  their  utility  as 
shown  by  the  fact  that  they  were  working  their  heads  ofif  laying  eggs  in 
January.  Some  of  them  were  busy  in  their  nests.  Others  were  ti'ying  to 
crowd  them  off.  Others  were  cackling  after  laying.  There  seemed  to  be 
a  general  atmosphere  of  hustle  and  bustle  in  the  hen  houses.  It  certainly 
seemed  unusual  to  observe  so  much  industry  in  hen  houses  during  mid- 
winter— and  this  condition  made  a  great  impression  on  me. 

I  placed  my  order  for  eggs  from  these  fowls,  because  the  first  thing 
I  was  after  was  a  breed  that  would  produce  winter  as  well  as  summer 
eggs — not  occasionally  but  frequently  and  systematically.  The  eggs  ar- 
rived in  the  spring,  a  few  days  later  than  the  incubator. 


Preliminary  Testing  of  Incubator 

The  incubator  was  placed  in  the  basement,  and  after  regulating  the 
machine  so  that  the  thermometer  registered  \Q2y2  degrees,  I  tested  out 
the  machine  for  two  or  three  days  to  be  sure  that  I  had  it  well  regulated 
before  the  eggs  were  put  in.  I  didn't  want  to  take  the  chance  of  a 
short   hatch.     A  great  deal  had   been  said  to  me  about  the   expense  ot 


24 


$4223.00  PROFIT  IN  ONE  YEAR 


I^W 


.^-\^,^^-  ;yj??- 


'  -i  vv^««v 


Type  of  brooder  used  when  I  commenced.  These  brooders  proic  letx  satisfac- 
tory. Have  been  replaced  by  a  Modern  Brooder  System,  z-hich  n  illmti  atcd  a  few 
pages  on. 


"experimentation,"  and  I  wanted  to  avoid  this  so  far  as  possible.  The  sug- 
gestions and  instructions  made  by  the  manufacturer  of  the  incubator  were 
followed  as  carefully  as  possible,  coupled  with  a  few  common  sense  ideas 
I  had  myself.    And  then  I  was  all  ready  to  put  in  the  eggs! 

The  lamp  was  filled  with  the  best  oil  procurable — not  too — full,  in 
order  to  allow  for  the  expansion  of  the  oil,  and  then  I  "lit  up"  the  in- 
cubator. First  with  a  moderate  flame  until  after  the  heater  was  warmed 
through,  because  a  new  wick  will  cause  the  flame  to  creep  up,  and  if  the 
wick  is  turned  too  high  at  first,  the  lamp  is  likely  to  smoke  and  accumulate 
soot  on  the  burner.  It  will  then  burn  with  a  large  flame  until  the  burner 
is  overheated  and  a  puff  of  gas  blows  it  out.  In  case  the  burner 
becomes  overheated  so  much  as  to  blacken  the  metal,  it  should  be  scoured 
bright  or  replaced  with  a  new  one — and  the  heater  drum  should  be 
cleaned  out  thoroughly.  The  chimney  of  heater  wants  to  fit  closely  to  the 
burner. 


Looking  After  the  Eggs 

Before  placing  them  in  the  machine,  I  allowed  the  eggs  to  settle  for 
twenty-four  hours  and   then  put  these  precious  eggs  in  with   eggs   from 


ON  A  TOWN  LOT  25 

other  different  varieties.  I  had  decided  to  try  out  several  different  breeds 
before  deciding  upon  any  one.  None  of  the  eggs  were  left  standing  on 
end — all  were  lying  flat  in  the  incubator.  Since  that  time  I  was  away 
on  the  road  a  considerable  part  of  the  time,  I  drafted  the  services  of  my 
faithful  servant  to  run  the  incubator  during  my  absence. 

Like  all  beginners,  we  were  very  much  interested  in  the  development 
from  day  to  day,  and  I  received  frequent  "bulletins,"  reaching  me  at 
various  stops  on  my  route. 

Well,  at  the  end  of  the  third  day  of  this  first  hatch,  the  eggs  received 
their  first  turning  and  the  next  morning  were  turned  again  and  cooled  for 
about  ten  minutes.  The  tendency  was  for  the  temperature  to  rise  the 
third  week,  when  the  chick  had  commenced  to  throw  off  animal  heat.  By 
slight  adjustment  of  the  regulator,  we  had  no  trouble  in  keeping  the  de- 
sired temperature.  It  is  very  important  to  maintain  as  nearly  uniform 
temperature  as  possible.  Every  day  the  lamp  was  filled  and  the  wick 
trimmed.  Eggs  must  never  be  piled  on  top  of  one  another,  but  always  laid 
flat  in  the  incubator. 

Much  better  results  will  be  secured  by  operating  the  machine  in  the 
basement,  because  it  is  easier  to  maintain  the  necessary  uniform  temper- 
ature. If  the  basement  or  cellar  is  too  dry,  then  place  a  pan  of  water 
under  your  machine  to   furnish  sufficient  moisture. 

I  have  said  something  about  cooling  eggs.  This  is  done  by  allowing 
the  eggs  to  remain  out  of  the  machine  until  they  are  cooled.  If  the 
weather  is  severe  and  the  room  is  cool,  rt  will  not  take  them  long  to 
reach  the  desired  coolness.  A  good  way  to  tell  when  they,  are  sufficiently 
cooled  off,  is  to  place  the  eggs  to  the  lid  of  your  eye,  and  if  they  feel 
neither  warm  nor  cold,  they  are  at  the  proper  temperature  to  return  to 
the  machine.    This  "eye  lid"  test  is  a  good  one ! 

This  scheme  was  followed  until  the  nineteenth  day  when  the  eggs 
began  to  pip.  When  we  saw  the  first  tgg  pip  we  closed  the  door  and  did 
not  open  it  again  until  we  saw  the  hatch  was  well  over.  The  first  week 
we  ran  the  machine  at  a  temperature  of  102J/2  degrees,  and  the  second 
week  103  degrees.  At  the  end  of  the  third  week  the  temperature  went  up 
to  104  degrees  or  a  little  more,  but  under  no  condition  did  we  allow  it  to 
go  above  105  degrees. 

What  causes  the  hatch  to  go  over  the  twenty-first  day?  The  machine 
has  been  run  a  little  too  cold  or  the  eggs  have  been  cooled  a  little  too 
long.  If  the  hatch  comes  off  before  the  twenty-first  day,  it  is  because  the 
lamp  has  been  run  with  the  blaze  a  little  too  high.     At  the  end  of  the 


26 


$4223.00  PROFIT  IN  ONE  YEAR 


Interior  of  a  section   of  one  of  my  brooder  houses.      This  one   building  has  a 
capacity   of  10,000  chicks  a  season. 


nineteenth  day  the  eggs  began  to  pip,  so  we  realized  that  we  had  run  the 
machine  just  about  right.  At  the  end  of  the  twentieth  day  the  chicks 
had  begun  to  appear.  At  the  end  of  the  twenty-first  day  the  hatch  was 
completed  and  all  of  us  were  proud  as  peacocks  and  happy  as  newlyweds 
with  the  results.  We  had  hatched  eighty-nine  lively  little  babies,  and  you 
may  be  sure  it  was  difficult  to  conjure  up  a  more  fascinating  picture! 

By  this  time  my  brooder  had  arrived  and  it  was  made  ready  to  receive 
the  little  folk.  I  planned  to  be  home  on  Saturday  and  Sunday,  and  found 
a  great  deal  of  satisfaction  in  guiding  the  destinies  of  these  little  folk, 
keeping  their  brooder  sweet  and  clean,  and  in  raising  them  in  the  "nurture 
and  admonition"  of  the  plans  that  seemed  most  practical  to  me.  We  raised 
all  but  two  of  them.  One  died  a  natural  death  and  the  other  was  killed  by 
accident. 

After  the  first  hatch  was  taken  off,  I  reset  the  machine  and  hatched 
ninety  chicks.  It  was  then  early  in  July.  The  weather  had  then  become 
very  warm,  and  they  died  off  rapidly  because  I  hadn't  provided  sufficient 


ON  A  TOWN  LOT  27 

shade  to  protect  them  from  the  hot  July  sun.  I  have  since  proved  that 
midsummer  chicks  can  be  easily  raised  by  furnishing  them  plenty  of  shade, 
fresh  water,  and  keeping  them  in  small  flocks.  We  know  this  can  be  done 
even  in  the  hot  Southland  because  we  have  had  experience  in  raising  lots 
of  mid-summer  chicks  on  my  Southern  Branch  Farm.  Little  chicks  are 
very  delicate  birds.  Too  much  chill  or  too  much  heat  soon  finishes  them, 
but  after  they  get  real  muscle  in  their  little  bodies  and  begin  to  harden 
up,  they  are  much  more  thrifty  and  not  so  likely  to  be  pounced  upon  by 
disease. 

The  Brooder  and  Its  Care 

We  commenced  to  prepare  the  brooder  for  the  chickens  as  soon  as 
the  eggs  began  to  pip.  Most  all  of  the  standard  make  brooders  come  in 
"knock-down" — form  or  in  sections,  with  directions  for  putting  them  to- 
gether. It  only  took  an  hour  or  two  to  assemble  our  brooder  and  get  it 
ready  for  business.  We  were  then  ready  to  light  the  lamp  and  heat  up 
the  brooder,  ready  to  receive  its  rioting,  fluffy  mob  of  lively  infants. 

Let  me  again  emphasize  the  importance  of  using  good  oil  in  the 
brooder  as  well  as  the  incubator.  We  trimmed  the  wick  daily,  as  recom- 
mended by  the  manufacturer  of  the  brooder,  and  started  with  a  small 
flame.  As  the  brooder  got  warm,  the  wick  was  turned  up  a  little  higher. 
By  following  this  plan  when  the  brooder  is  first  started,  there  will  be 
no  chance  to  have  any  of  the  trouble  I  mentioned  in  connection  with  the 
incubator.  Being  human,  I  had  a  little  trouble.  This  made  me  more  care- 
ful because  the  job  of  cleaning  the  soot  from  the  drum  and  pipe  is  not 
an  agreeable  one  and  it  can  be  avoided  with  a  little  care.  The  drum  and 
pipe  must  be  kept  clean. 

Preparing  It  for  Baby  Chicks 

While  being  heated,  the  brooder  was  placed  level  on  level  ground, 
and  then  banked  up  around  the  edge  with  earth  to  keep  the  wind  from 
blowing  under  the  bottom.  I  placed  it  facing  the  east  so  that  the  chicks 
could  get  the  warm  rays  of  the  early  morning  sun.  I  next  hung  on  the 
wall  of  the  brooder,  a  hopper  containing  fine  grit,  charcoal  and  beef 
scrap.  Then  put  about  one-half  inch  of  coarse  lake  sand  on  the  brooder 
floor.  The  next  day  I  had  the  temperature  registering  95  degrees,  which 
is  about  the  right  temperature  for  the  brooder  to  receive  the  chicks.  I  ran 
it  for  a  couple  days  before  the  chicks  were  ready  to  occupy  it,  so  I  would 
be  sure  we  had  the  "hang"  of  the  proposition  all  right  and  would  be  able 


28  $4223.00  PROFIT  IN  ONE  YEAR 

to  keep  up  a  uniform  temperature,  which,  of  course,  must  be  regulated  to 
a  certain  extent,  with  the  warmth  and  brightness  of  the  sun.  When  the 
sun  is  shining  brightly,  the  wick  can  be  turned  down.  Be  sure  to  run  a 
new  brooder  for  a  few  days  before  putting  chicks  into  it,  in  order  to  get 
it  well  regulated.  This  will  save  you  the  disappointment  and  expense  of 
losing  many  baby  chicks. 

The  first  hatch  came  off  largely  on  the  twenty-first  day,  and  as  the 
weather  was  cold,  I  left  them  in  the  incubator  another  day  to  get  thorough- 
ly dried  out.  Later  in  the  season,  when  the  weather  was  warmer,  they 
were  removed  to  the  brooder  as  soon  as  the  hatch  was  well  over,  as  the 
confinement  seemed  too  close  for  little  chicks  when  the  weather  was  hot. 
They  need  fresh,  dry  and  warm  air — not  too  much  moisture,  no  chill,  no 
excessively  hot  weather. 


Getting  Ready  to  Receive  Day-old  Chicks 

Millions  of  day-old  chicks  are  now  purchased  from  poultry  specialists 
who  reside  at  a  distance  from  the  purchasers.  I  would  like  to  suggest 
certain  preparations  that  ought  to  be  made  for  the  reception  of  these  day- 
old  chicks.  On  arrival  the  box  in  which  they  have  been  packed  should 
be  carefully  opened  in  a  room  before  a  fire,  if  the  weather  is  at  all  cold. 
It  is  absolutely  necessary  that  the  birds  be  kept  warm  and  dry.  If  these 
babies  are  to  be  raised  under  a  broody  hen,  the  chickens  should  be  kept 
warmly  indoors  until  evening  and  then,  after  she  has  settled  down,  quietly 
introduce  them  to  their  new  "mother."  We  suggest  that  a  second  broody 
hen  should  be  kept  in  reserve  in  case  the  first  one  objects  to  raising  an  alien 
brood.  I  am  taking  it  for  granted  that  the  hens  have  been  carefully  dusted 
with  insect  powder  and  are  free  from  insects. 

If  it  is  decided  to  bring  up  the  chicks  in  an  artificial  brooder,  this 
can  be  cleaned  and  warmed  to  receive  the  baby  chicks,  just  as  I  have  dis- 
cussed the  matter  in  preceding  paragraphs.  About  90  degrees  is  a  suitable 
heat  for  the  sleeping  chamber.  See  that  there  is  plenty  of  good  oil  in  the 
lamp  and  that  the  wick  is  burning  clean  and  bright.  Test  the  brooder 
thoroughly  before  the  arrival  of  the  baby  chicks.  There  is  absolutely  no 
difficulty  about  working  a  brooder.  It  is  very  simple  but  the  maker's  in- 
structions should  be  followed.  On  a  warm  spring  day,  when  the  sun  is 
brightly  shining,  very  little  artificial  heat  will  be  required,  but  of  course 
you  have  got  to  make  sure  that  all  is  cozy  and  comfortable  for  the  night, 
which  may  be  chilly  and  damp. 


ON  A   TOWN  LOT 


29 


N< 


N-#S**^.. 


fl 

3^ 

M 

i 

s^^^^ 

iss 

'"•'"^i' Mi'it^^^  <^ 

CHAPTER    IV 

BABY  CHICKS— SOME  DO'S  AND  DON'T'S 
How  Mother  Nature  Planned  Them 

OTHER  NATURE  has  made  very  wonderful  provi- 
sion for  the  nurture  of  newly  hatched  baby  chicks. 
They  require  no  food  for  the  first  two  days  except 
the  water  with  the  chill  taken  off.  when  they  are  put 
into  the  brooder.  Mother  Nature  has  taken  care  of 
their  wants  by  permitting  the  absorption  of  the  yolk 
of  the  egg  in  their  bodies.  This  is  just  why  it  is  not 
only  possible  but  easy  to  send  day-old  chicks  by  rail, 
or  road,  or  steam,  for  long  distances.  I  have  shipped 
day-old  chicks  safely,  more  than  two  thousand  miles  but,  usually,  a  forty- 
eight  hour  journey  is  ample  for  the  young  explorers.  In  order  to  break 
these  long  distance  shipments  of  baby  chicks  and  give  the  greatest  satis- 
faction, I  have  established  a  branch  farm  in  the  far  South,  and  at  this 
writing  am  negotiating  for  one  in  the  extreme  West. 

Don't  Over-feed 

I  was  amused  to  have  a  young  man  write  to  me  that  he  had  a  good 
hatch  but  had  lost  a  little  chick.  On  examination  he  had  found  that  it 
had  swallowed  the  yolk  of  an  egg,  which  had  killed  it.  If  the  chicks  are 
fed  too  soon,  the  yolk  of  an  egg  does  not  become  absorbed  in  time,  and 


30  $4223.00  PROFIT  IN  ONE  YEAR 

the  natural  result  is  just  what  it  would  be  if  a  small  child  stuffed  and 
gormandized  with  more  food  than  he  could  take  care  of  in  his  digestive 
tract — they  droop  and  die. 

V/hat  to  Feed 

It  is  perfecth-  natural  to  feel  that  the  baby  chicks  ought  to  be  fed. 
But  don't  be  in  a  hurry  about  it.  It  is  better  to  let  them  go  without  food 
a  few  hours  too  long  than  to  feed  them  too  soon.  After  the  chicks  had 
picked  at  the  sand  for  a  few  hours,  I  placed  clover  chaff  or  chopped 
clover  hay  under  the  hover  for  bedding.  I  use  this  because  if  they  eat 
any  of  it,  it  will  not  injure  them.  If  you  use  sawdust  or  something  similar, 
the  chicks  are  apt  to  eat  more  or  less  of  it  before  they  distinguish  be- 
tween that  and  what  they  should  eat,  and  they  are  liable  to  become 
"stuffed"  with  the  w^rong  sort  of  material. 

The  gizzard  of  the  chicken  is  its  feed  mill  and  ordinary  coarse  sub- 
stances are  required  to  grind  the  food,  hence  it  encourages  early  vitality 
to  furnish  them  with  clean,  coarse  sand  at  once. 

If  the  weather  permits,  I  allow  the  chicks  on  the  ground  for  an  hour 
or  two  for  the  first  time  about  the  fifth  day,  or  when  they  are  six  days 
old.  If  the  weather  is  mild,  they  can  remain  out  longer.  In  cold  weather 
care  should  be  taken  to  see  that  they  can  find  their  way  back  into  the 
brooder,  and  not  allow  them  to  stand  on  the  cold  ground  and  get  chilled 
through,  which  is  likely  to  prove  fatal  or  stunt  their  growth  later.  After 
they  learn  the  way  into  the  warm  hover  of  the  brooder  they  will  run  in 
whenever  they  get  cold.  If  the  weather  is  cold  they  should  be  tempered 
to  the  cold  ground  by  degrees  by  allowing  them  to  stay  out  longer  each 
succeeding  day  for  three  or  four  days. 

Brooders  and  Colony  Houses 

It  is  a  good  plan  to  keep  the  chicks  in  the  brooder  in  the  morning 
until  the  grass  becomes  dry.  They  should  be  given  green  food  of  some 
kind  from  the  start.  In  case  that  green  clover  cannot  be  secured  for 
them  from  the  lawn,  some  sprouted  oats  will  make  a  good  substitute. 
On  a  subsequent  page  you  will  find  directions  for  sprouting  the  oats.  As 
the  chickens  grow  older  the  flame  can  be  turned  down  and  the  heat  reduced 
by  degrees.  The  second  week  90  degrees  is  about  right  for  them,  the 
third  week  85  to  90  degrees,  and  the  fourth  week  80  to  85  degrees.  If 
the  weather  is  warm  they  will  commence  to  desert  the  hover  when  they 
are   five    or   six   weeks   old    and   remain    in   the   exercising   room    of    the 


ox  A   TOWN  LOT  31 

brooder.  During  the  early  spring  months  give  them  80  degrees  until  they 
are  six  or  eight  weeks  old,  and  after  they  are  ten  or  twelve  weeks  old  the 
weather  has  moderated  sufficiently  to  take  them  from  the  brooder  and 
place  them  in  a  piano-box  colony  house  that  is  described  on  page  36 
I  keep  them  in  these  houses  until  they  are  taken  to  their  quarters.  The 
cockerels  are  separated  from  the  pullets  when  they  are  taken  from  the 
brooder.  I  have  the  parks  containing  these  brooders  plowed  and  culti- 
vated every  spring  and  sowed  with  rape  seed.  This  produces  a  splendid 
green  feed  up  until  the  snow  flies,  and  it  also  makes  a  splendid  shade. 
It  furnishes  them  with  lots  of  bugs  and  worms,  which  are  generally  found 
on  such  plants.  At  one  end  of  the  park  I  planted  two  or  three  dozen 
hills  of  sunflowers,  which  make  excellent  shade  and  give  a  crop  of  seeds. 
It  is  in  here  that  they  have  their  best  times  and  flourish.  When  the 
cockerels  are  two  or  three  pounds  in  weight  I  sell  off  the  culls  to  the 
market  and  the  balance  are  kept  in  these  colony  houses  until  the  late  fall, 
when  they  are  taken  to  their  winter  quarters.  After  the  pullets  are  four 
months  old  they  are  put  in  their  winter  quarters,  in  order  that  they  will 
not  be  disturbed  when  they  are  getting  ready  to  lay. 

Making  Baby  Chicks  Work 

Take  as  one  of  your  mottoes  in  feeding  chickens  that,  "If  they  will 
not  work,  neither  shall  they  eat."  Teach  them  to  work  by  feeding  them 
in  litter,  so  that  they  will  have  to  scratch  and  dig  around  for  what  they 
eat,  and  keep  this  up  as  long  as  they  live.  On  the  third  day  I  feed  them 
hard-boiled  eggs  (boiled  twenty  minutes)  mixed  with  bread  crumbs  thor- 
oughly dried,  or  corn  bread  will  make  a  good  substitute.  The  coarsest 
ground  oat  meal  obtainable  is  a  very  safe  food  for  the  first  meal.  It 
has  been  called  a  perfect  chick  food. 

At  the  beginning  it  is  a  good  plan  to  mix  chick  feed  in  lake  or  any 
other  coarse  sand.  This  will  teach  them  industry  and  as  they  develop  the 
muscles  in  their  legs  and  bodies,   naturally  makes  them  stronger  chicks. 

Chick  Physiology 

Strange  as  it  may  seem,  the  little  fellows  thrive  on  sand  and  tiny 
bits  of  flint.  The  chicken  has  no  teeth  and  never  will  have,  and  needs 
something  hard,  brittle  and  rough  with  which  to  grind  its  food  to  pulp 
when  it  reaches  the  gizzard — the  "feed  mill"  of  the  chicken.  The  crop 
is  simply  a  large  pouch  low  down  in  the  neck,  into  which  the  food  is 
shovelled,  awaiting  the  process  of  digestion.  Shown  herewith  is  a  rough 
diagram  of  various  parts  of  a  chicken's  anatomy.  This  will  show  pretty 
well  how  food  travels  on  its  way  down  the  digestive  tract. 


32  $4223.00  PROFIT  IX  OXE  YEAR 


'-\o 


(1)  The  mouth;  (2)  the  throat  through  which  the  food  passes  to 
(3)  the  crop,  which  is  a  storage  tank  where  the  food  rests  until  the 
gizzard  (5)  is  ready  for  it  Between  the  crop  and  gizzard,  where  the 
food  is  ground,  there  is  an  enlargement  (4)  called  the  stomach.  At  (6) 
is  shown  the  small  intestine,  to  which  is  fastened  the  unassimilated 
yolk  (7).  Through  the  little  opening  at  (8)  this  yolk  keeps  passing  into 
the  intestine,  where  it  is  absorbed  into  the  chick's  system.  Thus  you 
will  see  that  when  food  is  given  before  the  yolk  is  entirely  assimilated 
you  have  food  coming  from  two  directions,  each  kind  batthng  against 
the  other.  At  (9),  the  caecum,  or  lower  intestine,  you  will  note  two 
tube-like  extensions.  These  are  the  places  where  worms  may  lodge,  and 
are  the  seat  of  many  bowel  troubles  with  the  older  fowls.  Over-feeding 
crams  the  caecum  full,  and  this  condition  is  generally  indicated  by  a 
pasted-up  vent   (10). 

I  venture  to  say  that  fully  80  percent  of  the  mortality-  in  raising  baby 
chicks  is  caused  by  improper  feeding,  and  one  of  the  most  serious  sources 
of  danger  is  in  the  moistening  of  food.  Dr\-  food  and  then  good,  clean 
water,  which  lets  the  chick  do  the  moistening  for  itself  in  the  propei; 
proportions,  is  the  safest  way.  Xattu-e  has  taught  them  what  they  require. 
We  don't  know.     Of  course  bab}-  chicks  can  be  raised  successfully  with 


ox  A   TOnW  LOT  33 

wet  mashes — but  it  certainl}-  takes  more  care  and  to  my  way  of  thinking 
is  not  Nature's  plan.  Don't  pamper  and  overly  milk  feed  young  chicks. 
Prepared  foods  containing  powdered  buttermilk  are  very  beneticiaL 

^  How  Often  to  Feed 

For  the  first  day  or  two,  chicks  should  be  fed  everj-  two  or  three 
hours.  For  the  next  week,  four  times  daily  is  sufficient  and  then  three 
times  daily.  Be  ver\-  careful  about  not  overfeeding.  One  of  my  greatest 
difficulties  when  I  found  it  necessan.-  to  be  absent  on  the  road,  was  to 
nnd  any  one  to  feed  the  chicks  without  overfeeding.  As  I  stated  before, 
it  is  better  to  underfeed  them  than  to  overfeed,  but  there  is  not  much 
danger  of  overfeeding  when  chick  feed  is  mixed  in  the  sand  where  'dicy 
have  to  scratch  and  work  for  it.  Watch  and  see  that  they  have  what 
they  can  eat  up  clean — and  no  more. 


Cut  of  brooder  made  from  a  piano  box. 

After  they  are  a  week  old  a  hopper  should  be  placed  before  them 
containing  beef  scrap,  bran,  fine  charcoal  and  grit,  a  hopper  for  each. 
After  the  chick  is  two  or  three  months  old,  a  few  handfuls  of  wheat 
can  be  added  to  the  chick  feed,  and  the  wheat  can  be  increased  bv  adding 


34  $4223.00  PROFIT  IN  ONE  YEAR 

more  every  week  until  they  become  accustomed  to  the  whole  grains.  If 
cracked  corn  and  kafir  corn  can  be  obtained,  feed  a  mixture  of  three 
parts  wheat,  two  parts  cracked  corn,  and  one  part  of  kafir  corn.  This 
will  make  excellent  growing  feed  for  them  until  they  are  four  months 
old,  when  any  other  grains  may  be  added  that  can  be  secured  in  the 
market,  such  as  buckwheat,  oats,  barley  and  any  other  grains  that  the 
chickens  will  eat.  A  good  formula  to  go  by  is  to  use  about  50  percent 
wheat  where  three  kinds  of  grain  are  fed  and  40  percent  where  more 
than  three  kinds  are  used.  This  grain  is  small,  easily  digested,  and  is 
rich  in  protein  and  mineral  matter.  Corn  when  fed  alone  has  not  enough 
protein  and  too  much  fat.  Buckwheat  and  barley  are  also  rich  in  fat. 
During  the  winter  months  corn  ought  to  be  fed  in  larger  proportions  and 
should  constitute  at  least  50  percent  of  the  feed  during  the  cold  weather. 

Green  Food 

Green  food  should  not  be  overlooked  when  chicks  are  small.  In  the 
very  early  spring  sprouted  oats  make  a  splendid  green  feed  for  them. 
As  soon  as  possible,  sow  a  bed  of  oats,  cover  the  top  of  it  with  one-inch 
poultry  netting,  which  should  be  placed  about  six  inches  from  the  ground. 
The  chicks  will  eat  the  tops  off  and  they  will  grow  up  again.  Take  six- 
inch  boards  and  stand  them  around  the  edge  of  the  bed,  driving  -sticks 
in  the  middle  to  keep  the  wire  from  sagging.  The  wire  can  be  nailed 
on  the  top  end  of  the  board,  which  will  make  a  good  arrangement  for 
this  purpose. 

The  little  fellows  prefer  this  green  feed  to  anything  that  you  can 
furnish  them,  and  it  is  always  there  for  them  to  work  on.  By  the  time 
the  oats  are  through  growing  the  chicks  will  be  large  enough  to  eat  any 
green  feed  that  is  supplied  them. 

As  the  chicks  grow  larger,  it  is  important  that  they  are  furnished 
with  plenty  of  charcoal  and  grit  of  a  larger  size  than  they  required  when 
they  were  smaller.  The  charcoal  and  grit  can  be  secured  in  three  sizes — 
one  size  for  the  baby  chick,  a  medium  size  for  the  growing  chick,  and  a 
large  size  for  the  matured  fowl.  Their  winter  quarters  should  be  provided 
with  a  hopper  containing  bran,  beef  scrap,  oyster  shell,  grit  and  charcoal, 
a  section  for  each.  During  the  winter  months,  when  the  hens  are  con- 
fined, they  should  be  fed  green  bone,  about  three  pounds  to  a  hundred 
hens  per  day.  Skimmed  milk,  curdled  thick,  makes  a  good  substitute  for 
green  bone.  I  get  splendid  results  without  feeding  mashes.  But  mashes 
are  good  if  not  too  wet.  A  mash  moistened  with  milk  makes  fine  feed 
for  hens.  To  insure  the  proper  amount  of  exercise  during  the  winter 
months,  it  is  best  to  put  the  grains  in  litter  and  compel  the  hens  to  scratch 


ON  A  TOWN  LOT  35 

for  them.  Green  food  must  not  be  overlooked.  When  it  is  not  con- 
venient to  feed  sprouted  oats,  alfalfa  meal,  cabbage  or  mangels  are 
splendid. 

Sprouted   Oats 

Sprouted  oats  is  the  best  green  feed  obtainable,  and  makes  a  good 
cheap  feed  and  is  a  great  ^gg  producer.  The  fowls  are  fond  of  it.  Feed 
at  noon  as  much  as  they  will  eat  up  clean.  To  prepare,  take  a  pail  half 
full  of  oats,  soak  in  water  for  about  one  day,  drain  water,  and  empty 
into  a  box  with  half  inch  holes  bored  in  the  bottom.  Sprinkle  night  and 
morning  with  warm  water.  When  oats  commence  to  sprout,  spread  them 
out  into  other  boxes  two  inches  thick,  and  sprinkle  twice  daily  with  warm 
water.  Keep  oats  well  stirred  each  time  they  are  sprinkled,  and  in  about 
a  week  or  so  they  will  have  sprouted.  The  length  of  sprout  will  depend 
on  the  temperature  of  the  room.  When  sprouts  are  two  inches  long, 
commence  to  feed  to  the  hens,  and  by  the  time  the  sprouts  are  four  to 
five  inches  long  you  will  have  them  all  fed,  and  in  the  meantime  have 
another  lot  ready  to  feed. 

Winter  Quarters 

You  will  bear  in  mind  that  the  most  perfect  winter  quarters  are  those 
that  have  conditions  nearest  to  summer.  I  do  not  mean  that  the  tempera- 
ture shall  be  as  warm  as  summer,  but  to  have  other  conditions  as  near 
like  what  your  fowls  are  accustomed  to  in  the  summer  as  practical.  The 
sprouted  oats,  a  generous  box  of  gravel,  plenty  of  dust  in  their  box, 
clean  quarters,  fresh  air,  and  no  drafts  can  be  had  with  little  expense  and 
trouble,  and  will  make  conditions  summerlike  to  them  to  a  large  extent. 
If  it  is  convenient,  throw  a  basketful  of  old  plaster  in  one  corner,  and 
it  will  be  surprising  the  amount  of  this  they  will  consume,  and  it  is  good 
for  them,  as  the  lime  is  needed  for  them  in  the  formation  of  the  &gg 
shell.     This  will  make  a  good  substitute  for  oyster  shell. 

Automatic   Feeders 

The  automatic  feeders  are  a  fine  thing  for  growing  stock  or  breeders 
in  the  summer  time.  When  the  flocks  are  confined  to  their  winter  quar- 
ters I  would  much  prefer  to  feed  in  litter.  The  chickens  must  be  kept 
active  to  get  the  best  results,  and  I  find  the  best  way  to  keep  them  active 
is  to  keep  them  working  in  a  good  supply  of  litter  on  the  floor.  Hopper 
feeding  is  all  right  to  a  certain  extent.  The  mineral  matter,  such  as 
oyster  shell,  grit,  animal  matter  such  as  beef  scrap,  and  a  dry  mash  may 


36  $4223.00  PROFIT  IX  ONE  YEAR 

be  fed  them  in  this  manner.  Keeping  the  fowls  supplied  with  a  dried 
mash  in  the  hopper  insures  them  always  having  enough  to  eat.  In  case 
they  are  not  fed  sufficiently  in  the  litter  they  will  finish  their  meal  at  the 
hopper.  If  the  chickens  are  always  ready  for  you  when  you  enter  the 
pen  with  the  feed  pail  you  will  know  that  they  are  not  being  overfed. 
If  they  are  hungry  they  will  flock  around  as  soon  as  you  enter.  If  they 
are  indifferent  when  you  go  in  you  will  know  that  they  are  being  overfed. 
So  it  is  time  to  cut  down  on  their  rations. 

Piano  Box  Colony  House 

In  another  chapter  I  discussed  incubators  and  brooders,  but  perhaps 
while  I  am  talking  over  wnth  3^ou  your  baby  chicks,  you'd  be  interested  in 
my  experience  with  a  home-made  colony  house — many  of  which  I  still 
use.  After  the  hatches  came  off,  the  fluffy  babies  were  transferred  to  the 
brooder — and  it  is  remarkable  to  see  how  they  thrive  and  grow.  They 
are  always  anxious  to  get  out  and  when  the  robins  return  bringing  spring 
with  them,  I  let  the  growing  youngsters  into  their  sunflower  parks. 

The  beautiful  days  of  May  come  all  too  soon — and  chicks  grow 
splendidly.  They  are  now  large  enough  so  that  sexes  may  be  separated. 
A  colony  house  made  from  a  piano  box  such  as  will  be  found  illustrated 
on  page  33  will  make  a  comfortable  and  economical  quarters  for  growing 
stock.  I  removed  the  bottom  of  the  box,  then  placed  two  pieces  of  2x6 
under  the  box,  sawed  off  the  corners  next  to  the  ground,  which  will  make 
it  easy  to  move.  These  pieces  are  placed  about  twelve  inches  from  the 
outer  edge  of  the  box  and  the  floor  nailed  to  them.  I  placed  a  few  bricks 
under  them  so  that  the  box  can  be  raised  high  enough  to  afford  the 
chickens  splendid  shelter  on  rainy  days.  I  placed  the  box  on  a  high  spot 
so  that  the  ground  was  dry  under  it,  as  the  chicks  prefer  to  go  under  the 
box  rather  than  go  inside  during  the  daytime  in  case  of  any  rough 
weather.  After  I  had  the  runners  secured  I  next  divided  the  front,  which 
was  the  bottom  of  the  box  and  is  now  open,  by  nailing  a  2x4  between 
the  bottom  and  the  top  at  the  front  edge.  Next  I  nailed  a  2x4  of  the 
same  length  against  each  side,  on  the  inside  flush  with  the  front.  This 
served  to  hang  the  doors  on.  I  made  the  doors  out  of  1x2  and  covered 
with  one-inch  mesh.  If  you  are  likely  to  be  troubled  with  weasles  it 
would  be  a  good  idea  to  tack  wire  cloth  on  the  frames  instead  of  one- 
inch  poultry  netting.  This  wire  cloth  can  be  secured  any  width  and  as 
fine  as  you  wish.  The  half-inch  hardware  cloth  is  sufficiently  fine.  These 
doors  answered  the  purpose  very  nicely  until  the  weather  became  a  little 
cool  in  the  fall,  when  I  tacked  muslin  over  the  wire.  After  the  doors 
were  on  I   covered  the  top   of  the  box   with   roofing  paper,   stopped  all 


ON  A   TOWN  LOT  Z7 

the  cracks  so  that  there  was  no  draft,  and  next  put  in  the  roosts.  These 
I  placed  about  ten  inches  apart,  and  there  was  room  for  three  or  four 
of  them.  These  boxes  make  splendid  quarters  for  the  growing  stock  and 
will  be  a  good  place  for  them  until  the  weather  gets  cold  in  the  Fall  or 
until  they  are  read}-  to  be  taken  to  their  Winter  quarters. 

The  colony  houses  can  be  placed  in  the  parks  or  in  an  open  field.  A 
cornfield  makes  an  ideal  location  on  account  of  the  shade  and  the  ground 
being  tilled  frequently,  giving  the  chickens  lots  of  loose  earth  to  work 
in  and  a  chance  to  get  earthworms.  I  used  two  parks  for  the  colony 
houses,  one  for  the  males  and  one  for  the  females.  In  May  I  found  the 
chicks  growing  nicely,  and  those  of  the  large  males  that  did  not  promise 
to  make  good  breeders  I  sold  for  broilers. 

Care  should  be  taken  not  to  force  the  breeders  during  the  breeding 
season  or  any  other  time.  The  breeding  pen  should  not  be  fed  wet 
mashes,  because  this  has  a  tendency  to  produce  the  fatal  white  diarrhoea 
in  the  chick.  In  case  that  the  eggs  are  not  as  fertile  as  they  should  be, 
it  will  be  found  that  the  male  is  so  gallant  that  he  defers  eating  until 
the  females  have  the  feed  consumed.  In  such  cases  as  this  it  is  necessary 
to  feed  the  male  by  himself  once  or  twice  a  day  for  a  while,  and  every 
other  day  he  should  be  supplied  with  a  little  ground  raw  lean  beef. 


38 


$4223.00  PROFIT  IN  ONE  YEAR 


CHAPTER    V 


GETTING  THE  EGGS 
Importance  of  Male  Bird 

itWJ^iS^  T'^  "^-'  fo''"^^^  edition  of  this  book  I  made  the  statement 

r  1^^^^  -■-     "'^he  male  is  half  the  pen  and  should  be  a  bird  of 

f' '  l^^fes  good  type."     I   feel  satisfied  in  my  own  mind,  after 

recent  experiments,  that  the  male  bird  is  more  nearly 
seven-eighths  of  the  pen.     The  hen  is  a  factor — but 
by  no  means  the  dominant  one.     If  a  breeder  mates 
a  hen  of  great  laying  capacity  with  a  cockerel  whose 
parents   were   moderate    egg   producers,   the    chances 
are  that  the  "kin"  will  take  after  the  male,  and  also 
be   moderate   egg  layers.     If   a  hen   of  moderate   egg-laying   capacity  be 
mated   with   a   cockerel  whose   parents   held   a  high   record,   the   chances 
are  the  progeny  will  also  take  a  high  place  in  egg  production. 

Admittedly  the  greatest  profit  from  hens  is  in  the  eggs— and  par- 
ticularly winter  eggs.  It  costs  a  certain  amount  to  feed  and  care  for  a 
pullet  until  it  reaches  the  laying  age.  And  then  there  is  a  constant 
monthly  "overhead"  and  feeding  expense,  all  of  which  must  be  figured, 
and  for  which  the  hen  must  be  made  to  pay  before  she  produces  a  profit 
for  the  owner.  It  is  important,  therefore,  to  bear  in  mind  the  necessity 
of  getting  male  birds  from  a  prolific  egg-laying  strain.  If  you  want  more 
eggs,  one  of  the  cheapest  and  most  effective  ways  to  secure  them  is  to  buy 
best  cockerel  possible  instead  of  purchasing  an  entire  flock  of  pedigree 
hens  and  then  mating  them  with  a  second-rate  male  bird.  You  get  prac- 
tically all  the  inherited  ability  to  lay,  transmitted  by  the  cockerel. 


ON  A   TOWN  LOT 


39 


When   Superb   Vitality  Counts 

In  my  last  catalog  and  in  other  advertising  which  I  have  recently 
published,  I  have  emphasized — somewhat  to  the  surprise  of  many  of  my 
business  friends — the  idea  of  superb  and  supreme  vitality.  I  even  went 
so  far  as  to  show  a  photograph  of  one  of  my  birds  making  a  "20  yard 
dash"  across  one  of  the  yards.  I  will  not  tolerate  a  droopy  slacker  hen 
or  cockerel— and  at  the  present  time  w^e  very  seldom  have  to  contend  with 
such  birds.  When  they  appear,  and  imperfections  are  discovered,  the 
cockerels  are   fattened   for  broilers  and  soon  killed. 


Diagrammatic  Comparison 
If   you  will   compare  the  two   diagrams,   you  will   observe   the   alert, 
sprightly,  vigorous   carriage   of   the    parallelogram   shaped    body   and   the 


40  $4223.00  PROFIT  IN  ONE  YEAR 

weak,  supine  aspect  of  the  triangular  shaped  body.  Keep  away  from 
birds  with  triangular  shaped  bodies.  Select  cockerels  with  plenty  of  pep 
and  fight,  with  glossy  feathers  and  well  developed,  large  heads,  with 
well  formed  combs  of  brilliant  color,  strong,  prominent  eyes,  proud 
appearance,  full,  deep  breast,  well  rounded  abdomen,  powerful  legs,  set 
quite  far  apart,  a  broad,  strong  back — and  a  fellow  who  has  a  loud,  clear 
crow  to  welcome  the  rising  sun. 

Specifications   of  an   Ideal    Male 

In  my  selection  of  the  ideal  Ancona  male,  I  would  look  for  the 
following  points  :  I'd  pick  out  a  fellow  with  a  long  back,  slightly  sloping 
downward  to  the  tail,  with  no  apparent  angle  at  the  tail.  His  tail  should 
be  carried  at  an  angle  of  40  degrees,  but  don't  be  afraid  of  the  tail  being 
too  low.  The  head,  and  especially  the  comb,  should  be  as  near  perfect 
as  possible.  The  comb  is  the  first  thing  that  is  noticed  in  a  bird  and  is 
naturally  very  prominent.  It  should  have  five  serrations ;  three  or  four 
is  no  serious  objection,  because  the  tendency  is  for  the  points  to  increase 
in  number.  The  comb  should  stand  erect,  the  blade  continuing  a  flowing 
curve  upward  from  the  line  of  head,  free  from  all  side  spriggs.  Do  not 
use  a  male  too  light  in  color.  He  should  be  dark,  with  as  little  white 
in  his  wings  and  tail  as  possible.  The  shanks  should  be  yellow,  or  yellow 
mottled  with  black.  Females  of  good  shape,  with  a  long  body,  with  the 
tail  carried  at  an  angle  of  about  35  degrees,  good  head  points,  comb  of 
good  size  with  five  serrations  or  less,  free  from  side  spriggs  and  folds, 
well  mottled,  with  as  few  white  feathers  in  the  tail  and  wings  as  possible. 
The  shanks  should  be  yellow,  or  yellow  mottled  with  black.  If  the  male 
bird  has  a  solid  yellow  shank,  the  female  may  have  a  little  more  black 
on  the  shank.  A  combination  such  as  this  will  give  you  splendid  results. 
If  the  male  bird  is  very  dark  the  female  birds  may  have  more  white. 
By  mating  them  for  a  season  or  two  you  can  determine  what  results  you 
will  get  from  light  or  dark  colored  birds.  The  tendency  is  to  breed 
lighter,  so  it  is  a  good  fault  to  breed  the  birds  dark. 

The  Rose  Comb  Ancona  may  be  mated  the  same  as  the  Single  Comb, 
excepting  the  -comb.  The  principal  point  to  note  is  to  see  that  the  male 
bird  is  strong  in  the  points  where  the  females  are  weak.  If  the  male 
bird  has  not  a  good  spike  on  his  comb,  care  should  be  taken  to  secure 
females  that  are  strong  on  this  point. 

Breeding  pens  to  get  best  results,  should  not  have  over  fifteen  females. 
I  have  seen  twenty  females  mated  to  a  good  vigorous  male  with  splendid 
results,  but  this  is  unusual. 

Put  the  right  kind  of  a  cockerel  with  second  grade  birds,  and  you 
are  much  more  likely  to  secure  a  generous  supply  of  eggs,  than  if  you 
put  a  second  grade  cockerel  with  an  entire  flock  of  pedigree  hens. 


ON  A  TOWN  LOT  41 

Housing  for  Egg  Production 

When  you  have  secured  your  pullets  with  the  inherited  tendency  to 
lay  large  numbers  of  eggs,  you  have  only  begun.  These  pullets  have  to 
be  carefully  tended  until  they  reach  the  creative  stage  and  then  they  must 
receive  the  treatment  that  will  bring  the  egg-laying  tendency  to  its  finest 
fruition  and  this  means  proper  housing  and  proper  feeding.  Keep  the 
ground  free  from  taint  and  open  to  the  action  of  the  air  and  sun.  Keep 
the  houses  scrupulously  clean  and  nest-boxes  inviting  with  fresh  hay  or 
straw.     These  things  matter  very  much  I 

Feeding  for   Egg  Production 

There  certainly  is  no  mystery  about  the  problem  of  feeding  the  right 
sort  of  food  in  the  proper  proportions  to  encourage  heavy  egg  yield.  The 
ratio  of  albuminoids  to  carbohydrates  should  be  as  one  in  five.  The  albu- 
minoids make  flesh — eggs  I  Carbohydrates  supply  the  heating  energy.  One 
way  of  working  out  the  question  in  terms  of  food  is  as  follows : — One 
pound  bran,  one  middlings,  one  maize  meal,  one  fish  meal  and  one  half 
clover  meal.  One  of  soya-bean  meal  may  be  added  when  not  too  expen- 
sive. As  I  have  said,  these  meals  may  be  given  moistened  with  warm 
water  or  fed  dry,  just  as  they  are,  but  in  that  case  the  dry  mixture  must 
be  fed  out  of  a  specially  constructed  box  called  a  hopper. 

Green  bone,  fresh  from  the  butcher's,  as  a  part  of  the  food — say  one- 
third — on  every  alternate  day,  encourages  pullets  to  lay  quickly — but  be 
careful  about  "forcing"  the  bird.  Sprouted  oats  or  sprouted  wheat  are 
economical  feeds  and  excellent  aids  to  hen  fruit. 

Next  in  importance  to  food  for  egg-yield,  is  the  supply  of  water. 
Without  water  there  would  be  no  egg  and  no  fowl.  Don't  keep  hens 
waiting  one  moment  to  drink!  If  the  hen  has  to  wait  a  long  time,  the 
potential  tgg  may  vanish  and  where  two  eggs  would  have  been  laid,  with 
ample  liquid  available,  only  one  will  materialize.  Keep  plenty  of  fresh, 
clean  water  before  your  hens. 

Four  important  reasons  why  a  constant  supply  of  fresh  water  should 
be  kept  before  laying  hens,  are  as  follows  : 
1 — Water  is  used  to  soften  food  for  digestion. 
2 — Water,  in  the  form  of  blood,  acts  as  a  common  carrier  and  keeps  the 

body  vigorous. 
3 — Water  constitutes  about  75  percent  of  the  Q.gg. 
4 — W^ater  is  very  important  in  equalizing  the  temperature  of  the  hen's  body. 


42 


$4223.00  PROFIT  IN  ONE  YEAR 


Some  Egg  Facts 

The  demand  for  eggs  has  always  been,  and  probably  always  will  be, 
ahead  of  the  supply.  An  egg  is  something  that  can  be  marketed  on  either 
a  modest  or  large  scale,  but  always  marketed.  It  is  never  a  drug  on  the 
market. 

The  word  "egg"  comes  from  the  Anglo-Saxon  oeg.  Chaucer  and 
other  early  writers  use  the  forms  ey,  eg,  egge.  It  was  really  surprising 
to  me  to  find  how  many  expressions  and  products  got  their  name  directly 


With  good   birds  you,    too,    can   do    this 
or  better 


from  the  tgg.  For  instance,  the  first  watches  ever  made  were  egg-shaped 
and  were  sometimes  called  "animated  eggs."  The  finest  artists  have 
used  delicately  tinted  birds'  eggs  as  color  models — the  exquisite  shades 
painted  by  Nature  on  these  shells  being  matchless  in  harmony. 


ON  A  TOWN  LOT  43 

It  was  interesting  for  me  to  learn  that  our  ocean  transports  carrying 
our  men  to  France,  carry  approximately  25,000  eggs  each  trip.  France 
has  always  been  a  great  country  for  eggs,  and  before  the  war,  in  Paris, 
they  figured  to  allow  each  person  180  eggs  a  year. 

A  great  many  people  think  that  eggs  are  good  for  the  voice.  Egg 
and  lemon  juice  beaten  together  are  recommended  for  hoarseness.  Charles 
II  of  England  presented  a  favorite  singer  with  a  silver  egg  filled  with 
guineas,  wittily  remarking,  "Take  this ;  I  am  told  that  eggs  are  good  for 
the  voice." 

I  could  sit  here  and  talk  for  an  hour  on  the  romance  of  what  we  call 
''a  common  hen's  egg" — I  could  call  your  attention  to  the  Jewish  people 
who  taboo  pork  but  are  a  remarkably  healthy  race.  As  a  people  they 
make  great  use  of  eggs — even  the  poorest  giving  them  preference  over 
other  foods.  A  man  once  said  that  if,  for  every  pig  kept  by  private 
families,  a  flock  of  hens  were  substituted,  there  would  be  less  patent 
medicine  required  and  a  general  improvement  in  health.  If  you  will  stop 
to  think  of  it,  you  will  realize  that  fewer  individuals  show  an  antipathy 
for  eggs  than  for  most  foods — in  fact  no  honest  appetite  rejects  them. 

Right  here  it  might  not  be  out  of  place  for  us  to  give  consideration 
to  the  food  value  and  chemistry  of  the  eggs.  I  am  showing  a  sketch  of  a 
typical  Ancona  egg.  The  "Famous"  Ancona  egg  will  weigh  two  ounces 
or  slightly  under  that.  Standard  authorities  give  the  following  proportions 
of  chemical  elements  in  the  dry  substance  of  the  average  hen's  egg: 

Carbon 53%  to  55% 

Nitrogen 15%  to  16% 

Hydrogen 7% 

Oxygen 21%  to  22% 

Sulphur 1%  to    2% 

Phosphorus 5% 

Eggs  are  splendid  food  for  trained  workers.  Ericsson,  the  inventor, 
labored  at  least  twelve  hours  out  of  twenty- four  to  a  ripe  old  age ;  his 
breakfast  for  every  day  of  the  year  was  two  poached  eggs.  Weston,  the 
pedestrian,  while  walking  one  hundred  miles  in  twenty-two  hours,  con- 
sumed from  sixteen  to  twenty  raw  eggs. 

Contrary  to  the  thought  which  prevailed  years  ago,  eggs  are  easily 
digested — more  so  than  meat  and  most  vegetables.  Not  only  are  eggs  good 
mental  food,  but  they  sustain  the  body  as  well.  They  are  about  eighty-two 
calories  in  each  Ancona  egg.     So  much  about  eggs. 


/■ 


.5  S 


2^5 
S  o  Q 


■69-  0:-Q 
«  E>  ^ 


^  ^  ^ 

"s5 


Sis: 


ON  A  TOWN  LOT  45 

CHAPTER    VI 

POULTRY  HOUSES 
Building  for   Egg  Production — for  Warmth 

'HAT  constitutes  a  successful  poultn^  house?     I  should 

say  one  that  keeps  the  bird  in  perfect  comfort  and 

health,  and  enables  them  to  produce  the  largest  yield 

of  eggs.     Of  course  you  don't  get  eggs  from  poultry 

houses — but  if  you  take  the  same  identical  birds  and 

put    them    in    one    house    and   then    change    them    to 

another  there  may  be  a  decided  difference  in  the  egg 

yield  just  because  of  the  conditions  provided  by  the 

"fowl"  dwelling. 

I  am  certain  that  a  light  and  airy  house  will  encourage  egg  laying  and 

that  a   dark,   stuffy  house  absolutely  will  not.     The  three  big   factors  in 

tgg  production  are  : 

1— food 
2— light 
3 — air 

Specifications  for   Economical  Houses 

An  open  air  poultry  house  is  recognized  by  practically  all  prominent 
poultry  men  to  be  the  most  satisfactory  for  laying  flocks.  On  page  60 
will  be  found  an  illustration  of  the  type  of  laying  houses  used  on  my 
farm.  This  building  is  322  feet  long  and  can  be  built  any  length  desired. 
It  is  20  feet  deep.  If  the  house  is  more  than  8  feet  deep,  it  would  be 
a  good  plan  to  locate  windows  at  the  back  of  the  house  as  well  as  at  the 
front.  One-quarter  of  the  front  of  this  long  house  for  laying  flocks,  is 
open  and  the  opening  is  covered  with  one-inch  poultry  netting  on  the 
outside.  Frames  are  covered  with  a  medium  grade  cotton  and  operated 
from  the  inside  so  that  the  attendant  can  raise  and  lower  them  and  leave 
as  much  as  desired.  During  the  fine  weather  these  spaces  are  left  entirely 
open.  During  the  cold  weather,  when  the  thermometer  registers  from 
zero  to  20  degrees  and  below,  the  curtains  are  kept  down  all  the  way. 
These  curtains  of  cotton  also  keep  out  rain,  snow  and  strong  wind. 

A  glass  window  every  12  feet,  lets  in  light  in  case  of  stormy  weather 
when  the  curtains  are  kept  down.  There  are  very  few  days  that  the 
curtain  cannot  be  raised,  and  I  find  it  makes  a  very  practical  house.     The 


46  $4223.00  PROFIT  IN  ONE  YEAR 

foundation  is  made  of  cement  and  runs  below  the  ground  level  eighteen 
inches,  and  is  fifteen  inches  above.  This  stops  all  drafts  and  makes  a 
comfortable  place  for  the  birds.  For  the  first  two  or  three  years  I  would 
recommend  the  earth  floor.  After  that  it  would  be  necessary  to  replace 
the  earth  with  fresh  dirt  or  put  in  a  wood  or  cement  floor.  The  roof  is 
made  of  a  good  grade  of  paper  roofing,  the  sides  are  built  of  double  V 
siding  and  lined  with  tar  paper  on  the  inside.  The  partitions  are  12  feet 
apart,  and  every  fourth   section  is  built  solid  of  boards,  air-tight.     This 


mr~ 


Group  of  day-old  chick  shipping  cases 

stops  all  drafts.  Like  all  other  poultry  buildings,  the  laying  house  should 
face  the  south.  The  front  of  the  building  is  8  feet  in  height  over  the 
foundation,  and  the  back  of  the  building  is  4  feet  high.  The  dropping- 
boards  are  put  in  against  the  back  wall  and  run  the  full  length  of  the 
building.  They  are  about  3  feet  from  the  ground.  Cotton  curtains  are 
placed  in  front  of  the  roosts  to  protect  the  fowls  in  extreme  weather. 

The  studding  is  put  in  twenty-two  inches  apart.  A  door  is  placed  in 
the  middle  of  each  pen,  the  width  of  the  studding  and  the  height  of  the 
opening.     This  door  is  made  of  one-by-two  strips  and  covered  with  one- 


ON  A  TOWN  LOT  47 

inch  mesh.  It  is  fastened  from  the  inside  to  prevent  anyone  from  entering 
the  building,  and  is  used  for  the  chickens  to  go  in  and  out,  and  also  by 
the  attendant  for  taking  the  litter  in  and  out. 

It  will  be  found  that  in  such  buildings  as  these,  healthy,  vigorous 
and  happy  stock  will  be  raised.  I  h^-ve  stood  across  the  fields  fifteen 
hundred  feet  distant  from  the  houses  in  the  dead  of  Winter,  in  zero 
weather,  and  could  hear  my  birds  singing  their  merry  song  as  in  the 
good  old  Summer  time.  The  important  features  or  the  most  valuable 
assets  the  modern  poultry  house  can  have  are  plenty  of  light  and  fresh 
air ;  and  the  open  front  is  the  one  that  fills  the  bill. 

The  chicken  parks  should  be  as  generous  as  the  ground  will  permit. 
The  ideal  park  would  have  a  southern  exposure.  It  is  a  good  plan  to 
plant  fruit  trees  in  the  parks,  and  these  will  furnish  the  chickens  with 
shade  as  well  as  the  table  with  lots  of  fruit.  The  parks  should  be  culti- 
vated often  in  the  early  Spring.  If  the  parks  are  long  enough  it  is  well 
to  fence  off  the  part  farthest  from  the  laying  house  and  sow  it  with 
rape.  This  not  only  furnishes  the  chickens  with  an  excellent  green  food, 
but  also  keeps  the  ground  sweet  and  fresh.  It  is  important  to  have  the 
parks  built  on  high  ground  as  well  as  the  houses.  In  case  the  high  ground 
cannot  be  secured,  be  sure  that  the  parks  are  well  drained,  because  the 
chickens  will  not  do  well  where  they  have  to  stay  in  parks  that  are  wet 
for  several  days  after  every  rainstorm. 

Do  not  overlook  the  necessity  of  keeping  the  poultry  houses  clean, 
and  especially  the  brooder.  The  brooder  should  be  cleaned  nearly  every 
two  or  three  days,  and  sprayed  well  with  some  strong  disinfectant.  This 
will  keep  them  free  from  insects  and  keep  the  air  pure.  The  litter  should 
be  changed  often.  After  the  chicks  are  a  month  old  it  will  be  found 
easier  to  clean  the  brooder  or  colony  houses  by  throwing  in  some  fine 
earth.  This  will  prevent  anything  from  sticking  to  the  floors.  After  they 
are  three  or  four  months  old  the  roost  may  be  put  in  the  colony  houses, 
and  by  keeping  in  a  fair  supply  of  dirt  it  will  not  be  necessary  to  clean 
them  more  than  twice  a  week,  as  the  earth  absorbs  the  strong  odors.  The 
laying  houses  should  be  sprayed  once  a  month  during  the  winter  season. 
The  roosts  should  be  painted  with  somxC  good  disinfectant  every  week. 
A  mixture  of  slack  lime  and  crude  carbolic  acid  will  make  protection 
against  vermin  and  diseases,  but  as  the  lime  will  affect  the  color  of  the 
legs,  spraying  will  be  found  more  satisfactory  where  show  birds  are  being 
raised. 


48  $4223.00  PROFIT  IN  ONE  YEAR 

Water  Tight,  Well  Ventilated,  Well  Lighted 

Success  in  poultry,  although  working  hand  in  hand  with  good  houses, 
has  really  nothing  to  do  with  a  special  design  of  house.  Many  of  the 
most  successful  and  largest  egg  farmers  in  the  country  have  houses  made 
on  the  open  front  principle,  which  differ  only  in  detail,  and  if  these 
are  good  enough  for  successful  men  who  specialize  on  egg  production, 
they  surely  are  good  enough  for  the  amateur  or  back-yarder  or  owner 
of  a  small  family  flock.  A  good  house  need  not  be  expensive.  Just 
keep  the  four  principles  in  mind  in  planning  and  building  a  poultry  house. 

1 — Have  it  water  tight. 
2 — Have  it  well  ventilated, 
3 — Have  it  well  lighted. 
4 — Have  it  free  from  drafts. 

Possessing  those  four  points,  it  really  doesn't  matter  how  inexpensive  your 
house  is,  just  so  it  provides  healthy  accommodations  for  the  number  of 
birds  you  have. 


ox  A   TOIVX  LOT 

CHAPTER     VII 


49 


MAKING  SHIPMENTS 

January  Inquiries 

HE  last  part  of  January,  of  the  first  year  I  did 
advertising  worth  while,  my  breeding  pens  were 
made  up  and  the  mating  list  and  catalog  all  ready 
to  be  distributed.  In  compiling  the  circular  or  cata- 
log, it  is  a  good  plan  to  give  a  history  and  description 
of  the  breed  so  as  to  create  confidence  in  their 
good  points. 

Before  January  was  over,  inquiries  were  coming 
in  for  eggs  and  baby  chicks.  I  had  about  the  same 
experience  with  these  inquiries  that  I  had  with  the  inquiries  for  stock 
in  the  early  fall.  I  found  that  the  mail  had  become  quite  heavy,  and 
much  of  the  time  was  occupied  answering  correspondence.  Before  Febru- 
ary was  far  advanced,  some  orders  for  baby  chicks  and  hatching  eggs 
had    been    received.      My    incubators    were    set    and    the    brooders    ready. 


Boxing  and  Shipping  Eggs 

The  time  was  due  for  the  first  shipment  of  eggs,  and  it  was  important 
to  know  how  to  pack  them.  There  are  many  different  ways,  and  different 
breeders  are  indorsing  different  plans.  The  easiest  way  to  ship,  and  one 
of  the  cheapest,  is  by  the  use  of  the  egg  boxes  manufactured  by  box 
companies.  On  page  51  is  one  of  these  boxes  illustrated.  All  that  is 
necessary  is  to  wrap  the  eggs  in  paper  and  place  in  the  section  for  each 
€gg.  Scatter  a  little  bran  or  chaff  over  them.  Seal  the  box  and  it  is 
ready  to  go.  This  will  do  for  a  short  haul.  But  if  it  is  going  far  I 
would  put  the  box  in  a  basket  and  tie  to  the  handle  so  it  will  not  be 
tossed  out.  A  little  excelsior  or  straw  placed  in  the  bottom  of  the  basket 
will  be  a  great  protection  against  any  careless  handling  at  the  hands  of 
the  express  company.  These  boxes  are  more  desirable  for  single  settings. 
I  found  round  bushel  baskets  satisfactory  for  shipping  fifty  or  more  eggs. 
When  orders  ran  up  to  a  thousand  or  more  these  baskets  are  just  the  thing. 
Each  basket  will  hold  one  hundred  eggs.  In  extreme  weather  I  line  these 
baskets  with  paper.  I  wrap  each  egg  in  paper  before  placing  it  in  the 
basket.  The  bushel  basket  should  be  well  lined  with  straw  by  distributing 
it  around  the  side  and  bottom  of  the  basket  about  two  inches  thick  to 


50  $4223.00  PROFIT  IN  ONE  YEAR 

make  a  good  cushion  in  the  bottom  of  it  so  that  the  eggs  will  not  break. 
After  the  straw  is  nicely  arranged  in  the  basket,  I  start  the  first  layer 
by  placing  the  eggs  with  small  end  down.  This  is  the  best  way  for  the 
eggs  to  lie,  because  it  will  stand  shipment  better  than  if  placed  on  the 
side.  After  the  first  layer  is  placed  I  scatter  a  little  fine  chafT  or  a 
little  fine  cut  straw  over  the  eggs,  then  put  paper  on  the  top  before  placing 
the  next  layer  of  eggs.  This  paper  prevents  the  chaff  from  working  from 
the  top  layer  down  to  the  bottom.  On  top  of  the  second  layer  I  again 
place  the  chaff  or  fine  cut  straw,  and  always  place  the  paper  between 
each  layer.  I  do  not  put  the  eggs  too  close  to  the  top  of  the  cover.  Room 
should  be  allowed  for  straw  between  the  eggs  and  the  cover.  In  former 
years  I  have  used  excelsior  for  lining  the  baskets,  but  find  straw  more 
satisfactory,  as  it  will  keep  out  more  cold  and  be  a  better  protection  for 
the  eggs.  On  page  46  will  be  found  the  picture  of  a  shipment  of  these 
baskets  already  packed.     The  covers  are  fastened  on  with  basket  hooks. 

Shipping  Baby  Chicks 

The  first  shipment  of  baby  chicks  was  due  to  go  early  in  March. 
The  first  hatch  was  off  just  in  time  for  the  first  order.  It  w^as  the  first 
experience  in  shipping  baby  chicks,  and  I  was  naturally  puzzled  as  to  how 
to  do  it.  Have  received  many  letters  from  different  ones  asking  me  for 
instructions  in  shipping  stock,  eggs  and  baby  chicks,  so  I  am  safe  in 
saying  that  these  are  matters  that  bother  everyone.  On  page  46  you  will 
find  illustrated  a  box  for  shipping  baby  chicks.  This  is  a  remarkable  and 
splendid  device  for  this  purpose.  It  is  not  only  warm  and  protects  the 
chicks  against  the  cold,  but  also  is  very  strong  and  has  a  wonderful 
resistance  against  hard  usage.  These  boxes  are  made  in  three  different 
sizes.  The  smallest  size  will  accommodate  twelve  to  twenty-five  chicks, 
the  next  size  will  hold  fifty,  and  the  largest  size  will  hold  one  hundred. 
The  fact  that  nature  has  made  provision  for  the  baby  chicks  to  live 
without  food  for  the  first  three  days  of  their  existence  makes  it  practical 
to  send  these  little  beauties  hundreds  of  miles  with  splendid  results.  I 
have  shipped  them  as  far  as  three  thousand  miles,  but  do  not  recommend 
shipping  quite  so  far.  I  ship  the  chicks  just  as  soon  as  they  have  become 
dry  and  their  down  has  become  fluffy. 


ON  A  TOWN  LOT 


51 


This  illustrates  the  boxes  I  use  for  shipping  hatching  eggs.  The  one  on  top  is 
ready  to  receive  the  eggs.  The  one  on  the  right  is  packed  with  eggs  and  the  cover 
partly  on.     The  box  on  the  left  is  ready  for  shipment,  and  contains  15  eggs. 


Shipping  Stock 

On  page  67  is  illustrated  a  shipping  box  such  as  I  use  for  the  birds. 
This  kind  of  a  box  is  very  desirable  because  it  is  light  and  makes  a  splen- 
did advertisement  for  your  business. 


These  shipping  boxes  I  make  in  three  sizes— Xo.  1  for  a  single  bird, 
No.  2  for  a  trio,  and  Xo.  3  for  a  pen  of  five  to  eight.  The  No.  1  size  is 
ten  inches  wide,  nineteen  inches  long  and  eighteen  inches  high;  Xo.  2  is 
fifteen  inches  wide,  twenty-four  inches  long  and  eighteen  inches  high; 
No.  3  is  twenty  inches  wide,  twenty-four  inches  long  and  eighteen  inches 
high.  The  ends  and  bottom  should  be  made  out  of  white  pine  or  poplar, 
and  the  sides  out  of  extra  heavy  and  extra  strong  strawboard.  The  slats 
across  the  top  are  two  inches  wide  and  should  be  put  on  about  two 
inches  apart.  These  boxes  can  be  bought  with  bottom  and  ends  cleated 
ready  to  nail  together,  including  slats  and  heavy  cardboard  sides,  at  forty 
cents  for  size  No.  1.  fifty  cents  for  size  No.  2,  and  sixty  cents  for  size 
No.  3. 


52  $4223.00  PROFIT  IN  ONE  YEAR 

During  the  warm  summer  and  fall  months  the  fowls  should  be  pro- 
vided with  water  in  transit.  This  is  done  by  fastening  a  tin  can  to  the 
inside  of  the  box.  In  the  cooler  days  of  the  fall  and  winter  the  water 
will  not  be  necessary  if  the  birds  will  be  delivered  within  two  or  three 
days.  A  good  substitute  for  water  is  to  place  a  few  apples  in  the  box 
with  them  and  thus  eliminate  the  danger  of  birds  having  w^et  straw  in  their 
box  by  the  water  splashing  from  their  drinking  can.  Where  the  birds 
are  on  the  way  for  over  the  third  day,  they  should  be  provided  with 
water.  In  the  fall  of  the  year,  as  the  weather  becomes  colder,  it  is  a 
good  plan  to  tack  muslin  on  the  top  of  the  box  to  prevent  them  from 
getting  their  combs  frosted  or  getting  in  a  draft  at  some  transfer  point. 
A  space  about  two  inches  wide  should  be  left  for  the  express  company 
to  water  them. 


ON  A  TOWN  LOT 


53 


.  ■.cppara  s   stock    >\..  .  .■       . 

12,000  miles  to  far  azvay  Hustraiia. 


j)ig  trip   of 


CHAPTER    VIII 

THE  FOUR  SALES  ESSENTIALS 


F  four  times  as  many  people  as  are  now  selling  poultry 
and  eggs,  even  on  a  small  scale,  were  to  start  adver- 
tising and  selling  their  eggs  and  poultry,  the  demand 
still  would  not  be  supplied. 

I  am  going  to  give  you  the  result  of  my  experi- 
ence right  straight  through,  even  on  the  sales  end, 
so  that  with  the  facts  I  put  into  this  book,  you  will 
have  the  required  information  not  only  to  success- 
fully produce  poultry  and  the  eggs,  but  also  to  mar- 
ket these  economically. 

Let  me  discuss  briefly  "Salesmanship  of  Poultry."  This  consists 
primarily  of  advertising  because  poultry  and  eggs  must  be  sold  chiefly  by 
mail.     There  are  four  sales  essentials  : 

1— Cause  the  reader  to  Look  at  your  advertisement. 
2 — Put  him  in  a  favorable  attitude  toward  your  message. 
3 — Persuade  him  to  Learn  about  your  poultry  or  service. 
4 — "Land"  his  business. 


54  $4223.00  PROFIT  IN  ONE  YEAR 

These  four  sales  essentials  can  be  briefly  expressed  in  the  four  words. 
"Look,  Like,  Learn  and  Land." 

Every  letter,  every  circular,  every  mating  list,  every  catalog,  every 
poultry  paper  or  newspaper  advertisement,  every  envelope  "stuffer"  or 
printed  matter  sent  out  on  your  poultry  and  eggs,  in  order  to  be  most 
successful,  should  be  planned  with  these  four  essentials  in  mind. 

Make   Them  "Look" 

On  the  opposite  page  you  will  find  a  group  of  my  advertisements. 
Suppose  we  take  a  couple  of  these  and  analyze  them.  Take  the  pair  of 
ads,  "Boy  Scouts"  and  "You  will."  First,  our  job  is  to  make  the  reader 
of  the  poultry  papers  in  which  these  appear,  look  at  the  advertisement — 
stop,  look  and  listen.  We  have  got  to  do  something  to  flag  his  or  her 
attention.  Not  necessarily  to  startle  them,  because  sometimes  when  peo- 
ple are  startled,  a  reaction  takes  place  in  their  mind,  which  causes  them 
■to  dislike  what  you  have  to  say.  Be  careful  about  not  creating  antag- 
onism. Do  not  have  your  headings  or  pictures  negative  or  disagreeable 
in  effect.    Like  poultry,  they  should  be  live,  energetic  and  forceful. 


Make  Them  Like 

The  picture  of  the  Boy  Scout  with  the  word  "Boy"  and  the  picture  of 
the  hand  with  the  word  "You,"  catch  the  eye,  cause  the  reader  to  look. 
Who  doesn't  like  a  husky  Boy  Scout?  This  pleasure  is  reflected  on  the 
message  found  down  in  the  advertising  copy.  We  believe  that  the  average 
person  will  at  once  agree  that  "You  don't  enjoy  a  losing  game."  Thus, 
you  see  we  have  caused  the  readers  both  to  look  and  like. 

They  may  not  respond  to  our  advertisement  this  time,  but  the  next 
time  they  see  a  Sheppard  message,  they  are  going  to  be  favorably  disposed 
toward  it  and  not  antagonistic.  People  don't  understand  their  own  frames 
of  mind.  It  doesn't  require  any  definite,  disagreeable  thing  to  set  edgewise 
against  your  proposition.  Just  make  a  few  "bad  breaks"  with  your  advertis- 
ing copy  or  your  form  letters,  and  people  will  avoid  you  like  the  plague. 
They  quit  cold.  You  won't  understand  why  and  they  won't  understand 
why.  So  in  writing  your  advertising  copy,  it  wants  to  be  just  as  happy 
and  harmonious  with  the  frame  of  mind  of  the  reader  as  possible. 

Make  Them  Learn 

Now  how  will  we  cause  them  to  "Learn"?  In  each  piece  of  copy  I 
plan  to  tell  them  just  enough  so  that  a  strong  desire  will  be  aroused  to 


%         ^*  ■'■'J  ^y^  »/^ 

%  SHEP-PARD 


Laying  ri^ht  through 


^Anconag  do! 

^i>%-//  '    -Winter  l<^er.s  ,>i£lfV5~. 

'^W/      c/Bi^  while  p,^j^6    \   \^r'-  ^       ^ 


=0=^ 


E 

G  !' 
G 


:'~J8s-^«^»S;S!5^^^.^M^(S«S''$^^^^SSjfU^<&'^  -^4^^ 


56  $4223.00  PROFIT  IX  OKE  YEAR 

learn  more.  I  hold  back  all  the  information  and  try  to  get  them  interested 
to  write  for  my  catalog  or  one  of  my  books.  If  you  will  get  a  reading 
glass  you  will  be  able  to  study  out  some  of  this  copy  and  you  will  see  that 
I  touch  upon,  briefly,  in  each  advertisement : 

1 — Egg-laying  ability. 
2 — Prize-winning. 
3 — Appeal  to  beauty. 

so  that  these  three  important  points  are  covered  in  some  way  in  each  adver- 
tisement. The  big  thing,  after  all,  of  course,  is  to  get  the  name  of  the 
prospect  on  the  "line  with  dots."  Until  you  get  the  order,  and  the  check 
or  money  order  as  well,  nothing  has  been  closed  and  the  proof  of  the  value 
of  your  salesmanship  in  advertising  depends  upon  the  cash  you  receive  for 
the  stock,  the  day-old  chicks  or  the  eggs  for  hatching  you  may  offer. 

The  operating  of  commercial  egg  plant  and  the  selling  of  eggs  for 
home  use,  is  another  business  entirely,  which  I  will  not  here  discuss.  I  am 
endeavoring  to  make  it  somewhat  easier  and  less  expensive  for  you  to  sell 
your  stock,  your  day-old  chicks  and  your  eggs  for  hatching. 

Landing  Them — How  to  Do  It — A  Dozen  and  One  Sales  Pointers 

Now,  how  shall  we  '"land"  the  prospect  who  has  already  sufficiently 
interested  himself  in  our  proposition  to  write  for  information  and  learn 
more  about  our  stock?  We  have  got  to  bring  this  message  to  him  so  in- 
terestingly, so  emphatically  and  so  truthfully,  that  his  confidence  will  be 
inspired  to  the  point  where  he  will  feel  that  we  are  just  the  ones  who 
should  receive  his  order.  Use  plenty  of  photographs,  good  pictures  taken 
of  your  own  birds  to  illustrate  your  printed  matter.  It  helps  to  show  the 
picture  of  the  person  who  is  offering  the  stock — unless  he  looks  like  a 
second-story  worker.  I  believe  it  pays,  once  in  a  while,  to  call  in  an  adver- 
tising man  to  help  you  get  ideas  regarding  your  headings  and  to  assist  you 
in  making  your  advertising  as  interesting  and  readable  as  possible — but 
a  still  better  plan  is  to  have  some  characteristic  style,  either  your  own  writ- 
ing or  the  writing  of  someone  who  is  a  good  friend  of  yours,  used  in  all  of 
these  advertising  pieces  so  that  they  will  have  personality.  Don't  forget 
that  when  the  prospects  write  for  information  they  want  information.  Give 
them  the  plain  facts  and  plenty  of  them.  Tell  them  the  whole  story  just  so 
far  as  you  can. 


ON  A  TOWN  LOT 

CHAPTER    IX 


ADVERTISING  TO  SUCCESS 
Visiting  the  Shows 

ARLY  in  my  experience  I  found  one  of  my  best  adver- 
tisements was  showing  my  birds  at  both  large  and 
small  shows.  But  this  would  have  been  a  poor  adver- 
tisement had  I  not  won  a  major  portion  of  the  prizes 
in  the  particular  class  or  classes  I  entered. 

At  one  of  the  first  shows  I  visited  I  remember  my 
experience.  I  was  showing  King  William  I,  a  hand- 
some cockerel  who  had  won  tirst  at  the  great  Dairy 
Show,  London,  England,  and  was  naturally  proud  of 
him.  A  man  admired  him  very  much  and  asked  my  price.  I  told  him  one 
thousand  dollars.  It  was  fortunate  for  me  that  he  did  not  buy  him,  be- 
cause he  has  been  the  foundation  of  my  flock  and  he  has  been  worth  not 
less  than  ten  thousand  dollars  to  me.  It  does  not  pay  to  sell  your  best 
stock.  I  never  price  my  best  birds.  They  are  always  to  be  found  in  my 
breeding  pen.  By  doing  this  I  have  been  able  to  keep  improving  my  flock, 
and  when  my  customers  want  eggs  from  prize  winners  they  get  them. 

Building  Good  Records 

I  first  built  up  a  good  record  before  I  commenced  to  get  out  any 
printed  advertising  other  than  mere  announcements  of  the  stock  I  had  for 
sale.  It  is  one  thing  to  simply  list  what  you  have  to  sell  and  another  thing 
to  write  this  up  so  interestingly  and  appealingly  that  people  will  be  per- 
suaded to  purchase  it,  even  if  they  had  not  intended  to  before  reading  the 
copy. 

I  had  reached  the  time  when  I  wished  to  burn  into  the  mind  of  the 
buying  public  the  merits  of  my  chickens.  In  preparing  my  advertising  I 
eliminated  every  unnecessary  detail  and  made  the  essential  facts  as  interest- 
ing as  possible.  I  found  that  concentrated,  consistent  endeavor  brings 
results. 

Continuity  in  advertising  is  the  greatest  essential  of  success. 

Jacob's  Follow-Up 

Jacob  once  cranked  up  his  dromedaries  and  set  out  from  Padanaram 
with  his  wives,  kiddies  and  live  stock.  An  authentic  report  reached  him 
that  Brother  Esau,   the  owner  of   a  large  Grouch,   because  of   a  certain 


58 


$4223.00  PROFIT  IK  ONE  YEAR 


"Busy  Days"  Among  the  Colony  Houses  on  Sheppard's  Famous  Farm 


swiped  birth-right,  was  roaring  to  meet  him  with  a  bunch  of  fighters. 
Jacob  then  started  to  "sell"  himself  to  his  wild-eyed  kin.  He  set  apart  live 
stock  for  a  gift.  But  he  didn't  hand  it  to  Esau  all  at  once.  No,  no.  He 
divided  it  into  six  or  nine  groups  and  "put  a  space  betwixt  drove  and 
drove."  He  was  after  a  series  of  favorable  impressions.  He  even  went  so 
far  as  to  halve  his  own  family  and  possessions — put  a  space  between  the 
halves — and  join  himself  to  the  rear  caravan.  Saving  his  heaviest  shot  for 
the  last.  If  all  this  isn't  safe  and  sane  advertising  psychology,  then  what 
is  it? 

You  have  to  keep  after  people  time  after  time,  sometimes  it's  the  last 
letter  that  gets  the  big  order.  The  same  follow-up  idea  applies  to  using 
papers.  If  you  havn't  very  much  capital,  pick  out  one  good  paper  and  stay 
in  it  every  month.  Don't  drop  out  unless  it  demonstrates  that  it  is  not  pull- 
ing business  for  you.  If  it  is,  stay  in  and  gradually  add  to  your  list.  It's 
the  tap,  tap,  tap  of  the  advertising  hammer  that  counts. 


ox  A  TOWN  LOT  59 

Advertising  Pays 

I  found  advertising  paid  well,  although  I  did  not  get  big  returns  the 
first  year.  The  second  year  I  advertised  more  and  was  pleased  to  note 
that  the  returns  increased  in  proportion  to  the  extent  I  advertised.  Each 
year  I  spent  more  money  for  advertising,  and  have  always  found  the  re- 
turns justified  it.  I  want  to  impress  upon  you  the  importance  of  advertis- 
ing. "It  pays  to  advertise."  This  is  a  hackneyed  expression,  but  never- 
theless it  is  true.  It  pays  to  advertise  generously.  Don't  be  afraid  to 
spend  a  few  dollars  advertising  in  the  poultry  journals.  The  money  will 
come  back  and  a  great  deal  more  with  it.  Do  you  know  a  successful  poul- 
try man  or  a  successful  business  man  who  has  not  been  a  generous  adver- 
tiser? I  was  not  advertising  long  before  I  was  shipping  stock  to  Europe, 
Africa,  and  the  remotest  parts  of  the  earth.  My  advice  is,  first,  get  good 
stock;  second,  advertise  it;  third,  give  your  customers  a  square  deal,  and 
you  will  succeed.  Don't  become  discouraged  in  case  you  run  across  a  cus- 
tomer occasionally  that  you  cannot  please,  no  matter  how  hard  you  try. 
You  will  have  such  experience,  no  matter  what  your  business  is.  I  dis- 
covered that  long  before  I  went  into  the  chicken  business. 

An  Unpleasant  Experience 

There  were  some  things  in  my  advertising  experience  that  were  not 
always  pleasant.  For  instance,  I  started  my  advertising  by  using  classified 
space  in  a  couple  poultry  journals.  I  want  to  say  that  I  was  very  much  dis- 
gusted and  disgruntled  with  the  first  results,  because  I  was  getting  more 
letters  from  people  who  wanted  to  sell  me  more  advertising  or  something 
else,  than  inquiries  from  prospective  buyers.  But  I  kept  at  it  and  it  wasn't 
long  before  inquiries  for  stock  and  eggs  were  numerous.  Then  I  got  up 
my  first  circular,  which  was  a  little  6x9  pamphlet,  illustrating  it  with  some 
cuts  of  my  birds,  hatching  eggs  and  stock.  I  started  with  two  pens — Xo.  1 
at  five  dollars  per  setting  and  Xo.  2  at  two  dollars  per  setting  of  fifteen 
eggs.  I  mailed  mj-  circular  in  answer  to  every  inquiry,  and  did  not  fail  to 
write  a  short  letter  in  answer  to  each  inquiry,  which  read  as  follows. 
''Here's  the  circular  illustrating  and  describing  the  birds  regarding  which 
you  made  inquiry  a  few  days  ago.  They're  great  layers,  and  I  very  much 
hope  that  you  will  carefully  study  this  circular  and  then  permit  me  to 
demonstrate  their  worth."  To  send  a  short  personal  letter  with  these  cir- 
culars in  a  sealed  envelope  with  a  two-cent  stamp,  will  be  found  to  pay. 

The  First  Orders 

I  soon  received  my  first  order  for  hatching  eggs.  The  next  thing  I 
was  up  against  was  to  know  the  best  way  to  pack  them.    After  investigating 


ON  A   TOWN  LOT  61 

the  matter  I  was  informed  that  the  basket  was  considered  good.  I  secured 
a  supply  of  baskets  and  after  wrapping  the  eggs  carefully  in  paper  I  packed 
them  in  a  basket  with  excelsior  and  sewed  a  cloth  over  the  top.  I  gave  3-o\i 
my  later  experience  in  packing  and  shippings  of  eggs  on  a  preceding  page. 

Increasing  My  Advertising 

After  the  hrst  year's  advertising,  the  poultry  business  looked  very  good 
to  me — it  seemed  to  have  possibilities  for  the  future,  so  I  decided  to  do 
still  more  advertising  the  following  year.  By  this  time  I  had  stock  to  sell 
in  the  fall  and  hatching  eggs  in  the  spring,  besides  lots  of  eggs  for  the 
market  after  supplying  an  abundance  for  our  domestic  use.  With  the 
increased  advertising  came  the  increased  amount  of  business.  I  com- 
menced my  advertising  in  September.  Inquiries  commenced  to  come 
shortly  after,  and  it  was  not  long  before  I  was  getting  orders  for  stock, 
and  as  the  season  advanced  the  orders  became  more  numerous.  It 
wasn't  long  before  I  had  sold  all  the  surplus  stock.  I  continued  my  ad- 
vertising through  the  \\'inter  and  Spring  for  the  hatching  season.  After 
my  stock  was  sold  I  commenced  returning  money,  and  have  been  doing 
this  very  thing  every  year  since,  because  the  demand  was  greater  than 
the  supply.  I  predict  that  this  will  be  the  case  for  years  to  come — in  fact, 
it  looks  to  me  as  though  the  demand  will  grow  every  year  as  the  people 
become  familiar  with  the  virtues  of  these  great  egg  machines.  Soon  after 
my  stock  was  gone  inquiries  for  hatching  eggs  began  to  arrive.  They 
increased  as  the  season  advanced.  Before  the  season  was  half  over  I  had 
all  the  orders  for  hatching  eggs  I  could  fill.  I  had  reserved  enough 
of  my  best  birds  to  mate  up  four  pens,  and  could  have  sold  all  the  eggs 
from  three  times  as  many  pens,  had  I  had  them.  I  hatched  more  chicks 
the  following  Spring,  as  I  wanted  to  get  ready  for  a  greater  demand 
the  following  3-ear. 

This  chapter  is  more  or  less  of  an  "experience  meeting"  taken  from 
bumps  I  have  received  while  traveling  on  the  road  and  in  the  poultry 
business  since  then.  The  science  of  salesmanship  is  of  just  as  much 
interest  to  a  successful  poultry  man  as  it  is  to  a  successful  salesman  in 
any  line. 

Getting  Business  by  Letter 

There  are  two  ways  to  make  sales :  First,  by  personal  interview,  and 
second,  by  letter.  I  told  you  a  short  time  ago  that  by  far  the  best  way 
to  sell  poultry  is  by  letter  or  "direct  by  mail.''  The  man  on  the  ground 
finds  it  somewhat  easier  to  make  sales  than  the  man  who  has  to  sell  by 


62 


$4223.00  PROFIT  IN  ONE  YEAR 


One   day's  shipment   of  eggs 


letter,  because  he  can  talk  with  and  size  up  his  prospective  customers, 
while  the  absent  salesman  has  to  read  between  the  lines  the  kind  of  buyer 
he  is  dealing  with.  The  average  experienced  drummer  knows  how  to 
approach  a  buyer  almost  the  moment  he  sees  him.  With  the  mail  system 
this  must  be  acquired  by  reading  between  the  lines  of  the  letter.  It  be- 
hooves him  to  conduct  his  correspondence  to  get  the  best  results.  It  is 
here  where  many  a  beginner  fails. 

In  preceding  pages  I  have  told  of  the  importance  of  advertising.  Ad- 
vertising is  the  forerunner  of  success.  The  journals  have  done  their  part. 
They  have  brought  inquiries  to  3'OU.  They  have  brught  prospective  cus- 
tomers to  your  desk,  and  now  it  is  up  to  you  to  make  the  sale.  The  paper 
has  done  its  part  when  it  gets  you  the  inquiry.  Now,  go  after  and  land  the 
business. 

When  you  receive  an  answer  to  your  advertisement  you  have  a 
reasonable  assurance  that  the  writer  is  interested,  whether  he  sends  his 
inquiry  on  a  post  card  or  a  piece  of  rough  paper,  or  fine  stationery,  or 
whether  it  is  written  with  pencil,  pen  or  typewriter.  Answer  all  inquiries 
carefully  and  promptly. 


ON  A   TOWN  LOT  63 

What  About  Stationery? 

Use  a  neat  grade  of  stationery  with  an  attractive  but  not  amateurish 
letter  head,  and  then  a  complete  descriptive  circular  or  catalog,  just 
whichever  your  business  will  justify.  You  wouldn't  go  out  to  solicit  orders 
wearing  a  pair  of  torn  trousers,  ragged  shirt  and  barefooted,  nor  should 
you  send  out  cheap  stationery  with  poor  printing,  expecting  to  get  good 
orders.  Keep  in  mind  that  the  advertising  j-ou  mail  out  is  your  personal 
representative  and  your  honesty  and  the  merit  of  the  merchandise  you 
offer  will  be  judged  quite  largely  by  the  advertising  material.  Don't  handi- 
cap your  proposition  with  cheap  printed  matter — I  say  this  from  my  own 
bitter  experience  and  not  because  I  am  boosting  the  game  of  anj;  printer. 

Yes,  it's  very  important  to  have  good  quality  paper  in  your  stationery 
and  catalog,  but  it  is  very  much  more  important  to  have  a  good  grade  of 
stock  and  a  breed  with  merit.  You  have  got  to  have  the  birds  to  back 
up  your  sales  talk  or  you  won't  get  repeat  business  and  we  couldn't  stay 
in  business  very  long  if  it  wasn't  for  our  repeat  customers  who  come 
back  and  buy  from  us  year  after  year.  When  you  have  quality,  you  can 
talk  quality  and  your  good  stationery  will  be  in  harmony  with  the  high 
standard  of  your  stock. 

By  building  your  reputation  on  high-grade  quality  you  will  build  your 
business  on  a  solid  foundation  and  you  will  have  a  trade  that  will  stay 
with  you.  It  will  not  be  a  difficult  matter  to  take  your  customers  up 
the  four  steps  of  the  ladder  of  salesmanship  when  you  have  something  to 
sell  that  is  in  demand.  If  you  will  bear  in  mind  the  points  I  have  men- 
tioned you  will  find  that  you  will  not  require  twenty  years'  experience 
on  the  road  to  sell  chickens  and  hatching  eggs,  and  sell  all  you  can  raise. 

Service  Principle  in  Advertising 

There  is  a  service  as  well  as  a  commercial  principle  involved  in 
advertising.  Think  of  the  fact  that  you  are  rendering  a  service  to  a 
man  when  you  sell  him  your  eggs  or  stock.  Talk  of  the  advantages  he 
will  gain  and  be  convinced  in  your  own  mind  that  he  actually  will  se- 
cure these  advantages  of  pleasure  and  profit.  Pleasure  and  profit  are 
the  two  things  most  interesting  to  the  average  buyer. 

Contents  of  Advertisements 

In  writing  your  advertisements,  talk  more  of  fine  breeding,  pure  strain, 
good  carriage,  beauty,  flavor,  size  and  so  on — give  specific  instances  of 
egg-laying  records  and  prizes  won,  try  and  find  little  incidents  and  stories 


64  $4223.00  PROFIT  IX  OXE  YEAR 

from  your  daily  contact  with  the  birds,  that  you  can  put  into  advertise- 
ments in  chatty  style.  It  is  the  human,  common,  ordinary  every  day 
instances  of  life  that  are  most  interesting  to  other  people. 

Try  and  carry  on  your  advertising  in  publications  whose  readers  are 
appreciative  of  fine  poultry  and  who  have  the  means  as  well  as  the  in- 
clination to  buy  it.  Change  your  copy  frequently  so  that  you  will  always 
have  a  different  idea  running  to  make  people  "look."  Advertising  is  like 
eggs,  it  must  be  fresh. 

Appeal  to  the  Beginner 

Keep  the  beginner  constantly  in  mind  and  word  your  advertising  for 
his  comprehension.  If  he  understands,  the  rest  of  the  folks  will.  Re- 
member that  the  beginners  are  eager  for  the  best  stock,  and  are  larger 
buyers  than  the  older  breeders.  They  are  certainly  worth  catering  to. 
Although  I  have  been  in  the  poultry  business  for  a  good  many  years, 
about  50%  of  my  business  each  year  comes  from  new  beginners.  This 
is  due  partly  to  the  fact  that  each  year  my  business  increases  accordingly. 
But  I  am  continually  wording  my  advertising  to  appeal  to  the  beginner. 
When  I  receive  an  inquiry  from  my  journal  advertising,  I  send  out  my 
catalog,  together  with  a  friendly  letter  and  I  follow  this  up  three  times 
to  keep  my  proposition  before  the  prospect  and  remind  him  that  I  am 
ready  to  serve  him  promptly. 

Price  is  secondary  to  the  quality  of  your  stock  and  price  should  be 
the  last  thing  about  which  you  talk.  You  should  have  the  reader  thorough- 
ly sold  on  your  proposition  before  you  say  a  word  to  him  about  how 
much  the  birds  are  going  to  cost  him.  Then  he  will  have  the  attitude 
where  he  feels  that  any  reasonable  sum  isn't  too  much. 

As  a  conclusion  for  these  two  chapters  on  advertising  and  salesman- 
ship, I  want  to  leave  those  4  L's.  First,  in  your  advertising  you  should 
put  in  something  in  the  way  of  an  illustration  or  heading  that  will  cause 
a  great  many  readers  to  LOOK.  Then,  your  appeal  must  be  of  such  a 
nature  that  it  will  either  make  the  reader  actually  smile  or  feel  good  all 
over.  It  will  make  him  LIKE  your  message  in  other  words.  Then  it 
should  have  enough  of  a  "kick"  in  it  and  tell  him  just  enough  about 
your  proposition  so  that  he  will  be  anxious  to  LEARX  more  about  the 
stock  you  have  to  offer.  This  will  result  in  his  inquiry  and  then  your 
printed  matter  should  be  of  such  a  nature  and  your  letters  should  be  so 
frank  and  friendly,  that  you  will  LAND  him  with  the  least  possible 
delay. 


ON  A  TOWN  LOT  65 

CHAPTER    X 

WHAT  TO  DO  EACH  MONTH  OF  THE  YEAR 

'T^HERE  is  something  to  do  in  the  chicken 
business  every  month  in  the  year.  I  have 
told  you  of  my  experience  during  the  first 
five  years,  up  to  the  time  when  I  moved 
from  the  home  in  Berea  with  its  "Town 
Lot"  poultry  plant — out  to  the  spacious 
acres  of  our  present  poultry  farm  directly 
adjoining  Berea.  Now  I  am  going  to  talk 
over  in  detail  how  I  conducted  the  poultry  business  through- 
out the  twelve  months  of  the  year.  Very  little  will  be  said 
regarding  some  of  these  months,  because  they  run  along  very 
much  like  others,  but  when  any  changes  in  the  program  are 
to  be  made,  or  when  any  special  detail  is  to  be  taken  care  of 
in  a  certain  month,  I  have  jotted  it  down  for  your  infor- 
mation. 

My  year  begins  with  August — this  is  simply  because  I 
started  my  venture  during  that  month.  This  time  of  the  year 
is  generally  quiet  on  the  farm.  At  present  I  take  advantage 
of  the  dull  season  to  prepare  my  advertisements.  During  this 
month  I  place  my  contracts  for  the  year's  advertising.  The 
chicks  are  well  advanced  by  this  time  so  I  can  see  what  I 
have  to  sell,  and  what  the  prospects  are  for  the  coming  year. 
As  grains  are  cheaper  at  this  time  of  the  year,  I  buy  up  all 
the  wheat  and  grain  required  for  the  season.  By  doing 
this  I  find  it  very  economical,  and  generally  save  quite  an 
item  by  buying  in  August  rather  than  in  December.  By  buy- 
ing direct  from  the  farmer  I  also  save  the  feed  man's  profit, 
which  is  also  quite  an  item.  I  have  found  it  a  good  time  to 
place  my  order  for  shipping  boxes,  baskets  and  other  sup- 


66  $4223.00  PROFIT  IN  ONE  YEAR 

plies.  If  I  waited  until  late  in  the  season  to  buy  these 
things,  I  might  be  delayed  and  might  not  be  able  to  get  them 
when  I  really  needed  them. 

AUGUST 

I  find  little  to  do  with  the  stock  during  August,  except 
to  keep  them  free  from  lice.  It  is  very  important  that  this 
is  watched  closely,  and  especially  the  old  male  birds. 

SEPTEMBER 

September  finds  the  pullets  ready  for  the  laying  house. 
They  should  be  placed  in  their  laying  houses  early  enough 
to  get  accustomed  to  their  new  quarters  by  the  time  they  are 
ready  to  lay.  The  cockerels  have  developed  sufficiently  to 
admit  of  judging  their  quality  intelligently  so  the  poor 
grades  can  be  sold.  It  is  always  good  policy  to  keep  the  best 
for  sale  and  butcher  the  rest.  By  doing  this  early  I  have 
more  room  for  my  growing  stock.  The  colony  houses  that 
housed  fifty  birds  comfortably  when  younger,  have  now  be- 
come crowded  since  the  birds  have  developed.  By  disposing 
of  the  culls  at  the  market,  the  good  birds  have  a  better  show. 

The  houses  are  thoroughly  cleaned,  and  buildings  that 
are  not  sprayed  every  month  should  be  whitewashed  at  this 
time.  The  dust  boxes  are  looked  after  and  plenty  of  dust  is 
put  in  them.  The  nests  are  cleaned  out  well  and  fresh  straw 
put  in  them.  This  is  done  every  month  or  so,  and  should  be 
watched  closely  in  the  fall  of  the  year. 

OCTOBER 

October  brings  the  fall  rains.  The  litter  is  now  brought 
in  and  a  liberal  supply  of  straw  placed  on  the  floors.  The 
fowls  are  glad  to  seek  shelter  from  the  cold  rains,  and  by 
having  a  good  supply  of  litter  on  the  floor  at  this  season  of 


OiV  A  TOWN  LOT 


67 


The  above  illustrates  shipping  boxes.      These  are  light  and  have   sufficient  strength  to 
stand  considerable  rough  handling.      They  are  described  on  another  page. 


the  year,  it  is  an  easy  matter  to  keep  them  active  and  busy 
by  feeding  them  grain  in  it. 

In  some  sections  the  weather  commences  to  become 
chilly  early,  and  October  has  placed  her  leaves  on  Summer's 
grave.  This  will  remind  us  that  the  good  old  summer  has 
passed  and  the  cold  blasts  of  winter  are  near.    It  is  time  that 


68  $4223.00  PROFIT  IN  ONE  YEAR 

we  are  making  preparations  for  winter.     All  the  buildings 
should  be  put  in  good  repair  for  the  rough  weather  to  come. 

NOVEMBER 

In  most  sections  November  brings  the  cold  rains  and 
rough  weather,  and  in  fact  in  some  sections  the  winter  is  well 
on  the  way.  Many  breeders  are  careless  about  their  stock  at 
this  season,  and  apparently  do  not  take  better  care  of  their 
birds  than  the  farmer  who  allows  them  to  seek  shelter  on  the 
south  side  of  a  barbed  wire  fence.  The  cockerels  should  be 
placed  in  their  winter  quarters  before  the  weather  gets  too 
rough,  but  of  course  they  can  be  allowed  to  run  during  the 
fine  days.  The  changes  are  sudden  at  this  season  of  the  year, 
so  it  is  a  good  plan  to  add  a  little  tonic  to  their  drinking 
water.    There  are  several  good  kinds  on  the  market. 

WINTER 

The  snow  generally  arrives  before  December  is  very  old, 
and  it  is  time  that  the  birds  are  now  confined  to  their  winter 
quarters  permanently.  Fall  sales  have  materially  reduced 
the  surplus  stock,  so  the  winter  quarters  are  not  so  badly 
crowded  as  was  anticipated.  The  early  shows  are  now  at 
hand,  and  it  is  time  the  exhibition  stock  is  conditioned  for 
the  show  room. 

There  is  a  great  contrast  in  the  work  it  takes  to  con- 
dition different  breeds.  White  fowls  have  to  be  washed, 
which  is  a  lot  of  work  in  contrast  with  the  easy  manner  in 
which  a  colored  bird  is  prepared  for  exhibition.  To  condi- 
tion them,  all  that  is  necessary  is  to  wash  off  the  feet  and 
shanks  in  water,  sponge  off  the  comb,  face  and  wattles  with 
alcohol,  and  then  apply  a  mixture  composed  of  two  parts  of 
alcohol,  one  part  of  glycerine,  and  three  drops  of  sassafras 
and  five  drops  of  sweet  oil  to  each  teaspoonful  of  mixture. 


ON  A  TOWN  LOT  69 

This  preparation  may  also  be  applied  to  the  shanks  after 
bathing. 

I  will  probably  continue  to  exhibit  my  birds  during 
January.  The  sales  have  kept  up  and  the  surplus  stock  is 
nearly  sold  off.  However,  orders  are  still  coming  in,  but  the 
stock  is  reduced  to  about  what  will  be  wanted  for  the  breed- 
ing pens. 

SPRING 

In  previous  chapters  I  have  pretty  well  outlined  the 
spring's  work,  geting  the  incubator  started  and  "training  up 
the  baby  chicks  in  the  way  they  should  go."  With  the  ap- 
proach of  summer  it  is  very  important  to  see  that,  even 
though  your  venture  is  carried  forward  on  a  small  lot,  the 
birds  have  plenty  of  fresh  air  and  ventilation.  Don't  be 
afraid  about  exposing  them  to  summer  drafts.  By  all  means 
protect  them  from  the  damp  days  of  spring  and  summer  and 
every  chill.  But  don't  be  overzealous  and  shut  out  fresh  air 
and  abundant  sunlight.  Give  them  all  the  free  range  your 
conditions  will  permit. 


70 


$4223.00  PROFIT  IX  OXE  YEJR 

CHAPTER    XI 


OPPORTUNITY  IN  POULTRY 


THE  CHICKEN  INDUSTRY 

HE  hen  has  surely  made  wonderful  strides 
during  the  past  few  years.  The  value  of  the 
products  of  the  hen  is  greater  than  the  value 
of  the  entire  wheat  crop.  In  1900  the 
chicken  industry  started  upward  with  leaps 
and  bounds,  keeping  up  such  a  fast  pace 
that  today  it  is  only  surpassed  in  value  by 
the  corn,  hay,  and  cotton.  The  Government 
reports  place  the  products  of  the  hen  at  over  one  billion 
dollars  annually.  The  day  is  not  far  distant  when  the  poul- 
try industry  will  be  a  two  billion  dollar  industry  and  will 
lead  the  live  stock  and  grain  growing  industries  of  the 
country. 

The  ordinary  prophet  cannot  tell  with  any  degree  of  cer- 
tainty what  she  will  do  in  the  future.  There  has  never  been 
a  time  when  the  demand  for  fresh  eggs  and  dressed  poultry 
was  so  great.  When  the  price  of  fresh  eggs  goes  up  to  sixty 
or  sixty-five  cents  a  dozen,  we  wonder  who  will  buy  them. 
But  still  they  sell,  and  the  demand  is  greater  than  the  supply. 
There  seems  to  be  a  market  in  all  the  large  cities  for  more 
fresh  eggs  than  can  be  obtained  during  the  Winter  months, 
when  the  prices  are  the  highest.  There  does  not  seem  to  be 
any  limit  to  the  demand.  Prices  have  increased  about  50  per 
cent  during  the  past  ten  years.  People  are  beginning  to  be- 
lieve that  it  is  better  to  eat  more  eggs,  even  at  a  high  price, 
than  so  much  meat.  There  has  never  been  such  a  demand  for 
pure  bred  stock  and  hatching  eggs  from  standard  bred  poul- 
try as  at  the  present  time.    The  prices  that  good  birds  bring 


ON  A  TOWN  LOT  71 

are  simply  wonderful.  It  is  not  an  uncommon  thing  for  a 
good  specimen  to  sell  for  one  hundred  dollars.  There  was 
a  time  when  a  setting  of  eggs  at  one  dollar  was  considered 
high.  Now  it  is  an  easy  matter  to  find  many  breeders  charg- 
ing a  dollar  for  a  single  egg,  or  fifteen  dollars  per  setting. 
They  not  only  ask  this  price  but  get  it,  and  the  purchasers 
are  satisfied  that  they  are  getting  value  for  their  money. 
There  are  a  number  of  breeders  who  are  getting  from  two  to 
five  dollars  each  for  their  best  eggs.  They  are  giving  many 
years  of  expert  breeding  in  these  eggs,  and  as  a  rule  the 
buyer  feels  that  he  is  geting  all  he  pays  for. 

GOOD  TIME  TO  GET  INTERESTED  IN  POULTRY 

It  is  good  time  for  every  person  interested  in  poultry  to 
get  busy.  If  you  have  a  place  where  you  can  keep  a  few 
fowls,  make  ready  for  them  and  invest  in  a  trio  or  pen  of  a 
good  breed.  From  such  a  start  quite  a  nice  lot  of  well-bred 
birds  can  be  obtained  by  another  year.  Considering  the  de- 
mand for  Standard  bred  birds,  it  would  be  well  to  get  some- 
thing good  in  quality.  It  is  not  necessary  to  pay  such  a  big 
price,  if  they  are  bought  from  a  reputable  breeder  and  he 
knows  what  is  wanted  and  how  much  is  to  be  invested.  If 
he  cannot  fill  the  bill  he  will  say  so. 

From  this  start  a  good-sized  flock  will  be  raised  and  be 
ready  for  business  in  another  year;  then  hatching  eggs  and 
probably  a  few  baby  chicks,  if  you  have  incubators  in  which 
to  hatch  them,  can  be  supplied  to  buyers.  There  are  always 
people  in  every  community  who  want  a  few  settings  of  eggs 
or  some  baby  chicks  of  some  good  breed,  and  with  a  good 
breed  some  business  can  be  done  without  much  advertising. 
Of  course,  it  will  be  found  that  it  pays  to  advertise ;  and  the 
longer  you  are  in  the  business,  the  more  this  will  be  appre- 
ciated.   With  this  start  you  are  now  in  a  position  to  advance, 


72  $4223.00  PROFIT  IN  ONE  YEAR 

since  the  first  efforts  have  been  successful,  and  it  is  reason- 
able to  suppose  that  a  much  larger  business  could  be  handled 
successfully. 

Fresh  eggs  and  broilers  can  be  supplied  the  market,  or  a 
business  can  be  made  of  supplying  the  demand  for  baby 
chicks  in  the  vicinity;  or  one  could  branch  out,  advertise 
more,  send  day-old  chicks  and  hatching  eggs  throughout  the 
country,  and  develop  a  business  on  pure  bred  stock  by  selling 
them  in  trios,  pens,  etc.  After  one  breed  has  been  handled 
a  while,  proficiency  in  judging  the  merits  of  the  breed  will 
come.  Because  of  this,  you  are  in  a  position  to  select  the 
best  of  your  stock  to  fill  orders,  to  make  up  breeding  pens, 
or  fit  the  birds  for  the  show  room.  Here  a  reputation  may 
be  gained  that  will  put  you  among  the  foremost  breeders  of 
your  variety.  This  cannot  be  done  in  a  day,  but  persistent 
efforts  are  sure  to  bring  their  rewards.  There  is  a  mighty 
advertising  influence  gained  by  the  winning  of  the  blue  rib- 
bons. Some  breeders  have  been  so  fortunate  in  the  show 
room  in  winning  so  many  prizes  that  very  little  advertising 
was  necessary  to  sell  all  their  stock. 

POSSIBILITIES  OF  THE  HEN 

The  hen  has  possibilities,  for  you  never  know  where  she 
will  lead  you.  One  thing  is  certain,  and  that  is  hard  work, 
carefulness,  and  caution  are  bound  to  succeed.  I  know  of 
one  man  in  particular  who  started  on  a  small  scale,  but  who 
has  succeeded  year  by  year  until  at  present  he  has  a  fine  plant 
and  is  doing  a  nice  business.  In  fact,  I  am  acquainted  with 
several  men  who  have  started  in  a  small  way,  and  who  by 
their  careful  and  industrious  habits  have  built  large  chicken 
farms  from  a  very  small  start.  Put  the  hen  against  time  and 
labor  and  she  will  never  fail.  Stick  to  the  hen,  and  work  and 
care  will  be  crowned  with  success. 


ON  A  TOWN  LOT  73 

For  twenty  long  years  I  traveled  for  a  large  wholesale 
manufacturing  company  and  am  now  delighted  to  say  that 
I  am  enjoying  a  much  larger  income  and  taking  life  easier. 
Although  I  am  just  as  busy  as  ever,  I  am  enjoying  all  the 
freedom  the  world  affords.  In  place  of  being  bound  by  the 
obligations  an  employee  owes  to  his  employer,  who  pays  for 
his  time  and  efforts,  I  feel  free  to  go  and  come  as  my 
pleasure  dictates.  I  do  not  wish  to  infer  that  the  average 
employee  is  a  slave  bound  by  harsh  ties.  Not  so.  My  em- 
ployers were  very  courteous  and  generous,  and  were  men  of 
splendid  character. 

I  will  venture  to  say  that  your  employer  is  equally  good 
to  you  if  you  are  trying  to  be  fair  with  him.  I  have  nothing 
to  say  against  the  employee  who  is  doing  his  duty  in  an 
honorable  avocation.  I  say,  "Stand  by  your  employer  and 
give  him  your  best  efforts,  and  remember,  you  will  never  re- 
ceive a  good  salary  until  you  earn  it."  In  case  your  salary 
is  not  large  enough  to  supply  the  comforts  you  desire  for 
your  family,  don't  become  discouraged.  "Hope  springs  eter- 
nal in  the  human  breast."  I  am  sure  that  my  experience  may 
be  an  object  lesson  to  you.  I  would  not  advise  you  to  resign 
your  position  and  expect  to  get  rich  by  keeping  a  few  hens. 
I  would  suggest  that  you  start  in  a  small  way.  Buy  the  best 
stock  or  eggs  you  can  afford.  Don't  try  to  succeed  by  buying 
a  five-dollar  trio  and  putting  them  into  an  expensive  pen. 
Better  buy  good  stock — if  you  have  to  keep  them  in  a  piano 
box  for  the  first  year. 

POULTRY  BUSINESS  OFFERS  GRAND 
OPPORTUNITIES 

After  you  get  started  it  is  an  easy  matter  to  improve 
your  buildings  and  add  to  them  as  your  business  grows.  I 
believe  there  is  no  business  under  the  sun  that  offers  such 


74  $4223.00  PROFIT  IN  ONE  YEAR 

grand  opportunities  as  the  poultry  business.  Many  a  man 
packs  his  belongings  and  travels  far  away  looking  for  oppor- 
tunity when  there  are  golden  opportunities  rapping  at  his 
door.  I  know  of  no  business  that  pays  as  large  dividends  on 
the  capital  invested  as  the  chicken  business.  It  affords  the 
busy  city  man  much  recreation  after  his  hard  day's  work  is 
over  in  the  shop  or  office.  It  gives  profitable  employment  to 
the  man  whose  health  is  impaired  and  who  is  not  fit  for 
strenuous  life  that  he  was  accustomed  to  in  his  younger  days. 
Many  a  good  housewife  has  found  the  chicken  business  a 
great  help  in  assisting  her  invalid  husband  in  making  a 
living.  Many  a  mortgage  has  been  paid  off  a  home  by  the 
husband  raising  chickens  before  and  after  working  hours  and 
at  the  same  time  enjoying  pleasant  recreation. 

PEPFUL  POULTRY  FOR  PALE  PEOPLE 

For  the  period  of  the  war,  and  especially  these  present 
months  of  reconstruction  during  which  I  am  writing,  men 
and  women  have  been  working  under  a  severe  tension.  How 
many  of  your  friends  are  bordering  on  a  nervous  breakdown? 
It  has  been  astonishing  to  me  to  find  how  many  men  and 
women  have  been  burning  the  candle  at  both  ends — partly 
because  of  their  splendid  patriotism,  to  be  sure — but  also  in 
part  due  to  their  negligence  of  sufficient  sunshine,  fresh  air 
and  exercise — the  same  identical  qualities  which  are  so  neces- 
sary in  producing  vital,  profitable  poultry. 

I  believe  that  there  is  a  definite  movement  on  the  part 
of  thousands  of  men  and  women  who  have  been  spreading 
themselves  too  thin,  to  seek  some  interesting  and  yet  profit- 
able outdoor  diversion — and  it  is  quite  natural  that  a  great 
many  of  these  people  should  investigate  and  accept  the  rais- 
ing of  poultry  as  one  practical  solution  of  that  very  impor- 
tant problem. 


ON  A  TOWN  LOT  75 

SAVING  ON  THE  COST  OF  LIVING 

I  have  had  literally  thousands  o£  letters  from  families, 
dotted  here  and  there  over  the  entire  North  American  con- 
tinent, telling  me  that  with  the  aid  of  a  few  good  laying  hens, 
they  have  helped  keep  down  the  cost  of  living  and  had  more 
than  the  average  laboring  man's  family  (for  example)  can 
boast  in  the  way  of  an  abundance  of  healthy  food. 

For  the  little  folks  there  is  just  as  much  fun  raising  a 
few  lively  chickens,  as  there  is  managing  a  "herd"  of  rabbits. 
But  most  boys  and  girls  prefer  the  beauty  of  thoroughbred 
poultry  to  any  animal  pets,  besides  they  don't  require  so 
much  work  and  they  produce  a  return  in  the  form  of  eggs, 
nearly  every  day.  From  an  educational  standpoint,  they  are 
more  valuable  to  the  children  then  other  pets,  because  they 
combine  profit  with  pleasure. 

BEGIN  NOW! 

Any  time  but  "too  late"  is  a  good  time  to  start  keeping 
poultry,  because  if  they  are  looked  after  with  ordinary  com- 
mon sense,  they  will  absolutely  help  to  keep  you. 


76 


$4223.00  PROFIT  IN  ONE  YEAR 


lSit\tA  ^\ 


"A  LITTLE  JOURNEY  AMONG  ANCONAS" 

There  has  been  a  considerable  and  growing  demand  for  a  complete 
book  on  Anconas.  A  book  that  goes  back  to  the  Origin  (so  far  as  can 
be  determined)  of  these  birds,  traces  their  history,  characteristics,  ha- 
bits and  lays  bare  the  expert  observations  of  people  who  have  studied 
poultry  for  years  and  made  profit  from  them. 

Such  a  book  has  been  written— some  of  my  friends  who  have  looked  over 
the  manuscript  tell  me  "as  interestingly  as  a  good  novel" — it  has  been 
published  with  many  illustrations  (both  photographic  and  with  accurate 
sketches)  and  is  now  ready  for  distribution. 

It  is  complete  and  technical  in  its  fact  value  but  written  so  as  to  be 
readily  comprehended  by  the  student.  $1.00  post  paid.  Special  prices  on 
class  room  quantities. 

H.  CECIL  SHEPPARD 

Berea,  Ohio. 


i^n  A 


lliiip 


